Job Description Summary

Lead and manage team of Customer facing Lessor Sales Directors responsible for winning business and selling products, services, parts and solutions for the Commercial Engines and Services Division. Owns and influences internal customer team, operating guidelines, deployment of Lean, alignment with Product Lines on commercial Lessor strategy, and leadership across critical commercial projects.  Establishing key Lessor metrics and KPI’s that facilitate an MOR with the wider organization with the intent of forcing deeper understanding and interactions on the Lessor segment. Proven ability to create and manage deep meaningful relations with customers at the working and c-suite level 

Job Description

Provide strategic direction to Sales team within a geographic region in negotiations with customers, drive competitive pricing and ensure deals deliver shareholder value.

Interprets internal and external business challenges and recommends best practices to improve products, processes or services.

Utilizes understanding of industry trends to inform decision making process.

Leads others to find creative solutions to address complex projects, product lines, markets, sales processes, or customers.

Has the ability to evaluate quality of information received and questions conflicting data for analysis. Uses multiple internal and external resources outside of own function to help arrive at a decision.

Serve as a key stakeholder in proposal deal reviews.

Utilizes Lean principles and methodologies to improve processes.

Demonstrate financial acumen to evaluate and secure major sales activity.

Partner closely with Sales to ensure Salesforce data quality through compliant opportunity management.

Demonstrate financial acumen to support deal teams in deal underwriting and memo generation, specifically for deals triggering corporate DOA approvals.

Utilize transactional lean principles to establish standard work in KPI management and optimized operational cadences.

Facilitate the approval process with CFM partner, Safran, on relevant engine lines

Communicates complex messages and negotiates with others to adopt a different point of view. Influences peers to take action and negotiates with external partners, vendors, or customers.

Establishes deep relationships with key Lessors, to influence and effect their decision making. Owns the wider CT team for Lessors to ensure the overall customer experience is excellent and ultimately makes them a net promotor.

Qualifications / Requirements

Bachelor's degree from an accredited university or college.

Minimum of 8 additional years of experience in Sales, Commercial Operations, Commercial Engines/Services, Risk, Finance or Marketing.

Leadership experience.

This role requires significant experience in Sales. Knowledge level is comparable to a Master's degree from an accredited university or college ( or a high school diploma with relevant experience).

Desired Characteristics

Demonstrated ability to lead programs / projects.

Ability to document, plan, market, and execute programs.

Established project management skills.

Prior experience leading a commercial team.

Prior experience working with Lessors, specifically with sales planning and forecasting, knowledge of financial analysis and risk, tax and legal principles

Solid track record in implementing and driving change.

Strong customer focus and results-oriented.

Proven ability to establish strong relationships with key stakeholders and work across the matrix. As importantly establish and own key relationships with customers at the CEO & working level

Humble: respectful, receptive, agile, eager to learn

Transparent: shares critical information, speaks with candor, contributes constructively

Focused: quick learner, strategically prioritizes work, committed

Leadership ability: strong communicator, decision-maker, strategic thinker, mobilizer, collaborative

Problem solver: analytical-minded, challenges existing processes, critical thinker