Regional Sales Manager, key account and business development
Lufthansa Technik AG
Total years of experience :9 years, 10 Months
• Development of Sales and Marketing Analysis for the potential clients in the region.
• Lead support in preparation of VIP’s and Customer meetings and Trade shows, Exhibitions and Air shows.
• Supporting the sales organization at HQ in Germany during proposal process, customer service, contract management and etc.
• Manage efforts to grow new business, increase existing revenue and provide top level customer service to key accounts.
• Oversee Regional sales team and product channel sales.
• Travel to all VIP's and customer locations in the Region, U.S.A, Germany, to participate in sales and marketing presentations and Air shows.
• Analyze sales and marketing routes, territories and responsibilities to ensure efficient use of time and resources.
• Hold status meetings with sales and marketing staff to create strategies and define prioritized tasks.
• Analyze groups to determine sales and marketing quotas and lead initiatives to ensure sales staff meets or exceeds goals.
• Work with sales and marketing teams to build and cultivate relationships with managers and executives of corporate key accounts.
• Train, coach and mentor new sales associates and mid level sales managers.
• Plan and manage territory budgets and duty travel expenditures.
• Plan and design strategies to implement and penetrate new market business development with latest products and strategies to achieve corporate goals and sales targets.
• Liaison between Key clients and the companies, working on connecting what the client needs with the company's strategies and solutions.
• Ensure delivery of high quality customer support and act as a liaison between top tier clients and management.
• Monthly and Annual Sales and Marketing reports including budgetary reports to respective board, Directors and to higher management.
• Identify sales and marketing strategies, best practices and implement process improvements to increase productivity and efficiency.
• Extensive knowledge of coordinating with all of the entities involved in Aviation logistics, supply chain, material management and Aviation repair cycle Management.
• Approving all of returns and rejections professionally & promptly with Aviation suppliers.
• Extensive experience in the strategic planning for transportation of all Aircraft components, Landing gears, Engines to meet customer Airline demands in short TAT.
• Managing and liaising with OEM’s, repair vendors, freight forwarders and other overseas companies to fulfill demand in time with short TAT.
• Negotiating repair quotes with OEM’s, repair vendors and also international Aviation companies.
• Strategic Planning of procurement, production, inventory control, logistics and distribution. Keep track of quality, quantity, stock levels, shortest delivery times, transport costs and efficiency.
• Maintain stock control systems for accuracy and future planning of storage capacity for Aircraft components.
• Supervise IT inventory management and control processes, including stocking, ordering and re-ordering, and order fulfilment.
• Improve operational efficiency across warehouse management system processes maintaining budgetary goals and company objectives. Resolve all complaints.
• Supervise, coach and train warehouse workforce.
• Meet cost, productivity, accuracy and turn around time targets.
• Maintain metrics and analyze data to assess performance and implement improvements in logistics supply chain and warehouse management.
• Comply with Aviation laws and regulations.
• Monthly and Annual logistics, supply chain, material management, asset management reports to Head of Logistics, Sales and supply chain.
• - Managed the complete Aircraft components POOL supply chain and account management operations for all Airbus fleet with a contract value of approx. 9million USD/year (approx. value calculated as per the Etihad Airways fleet size and FH rate).
• - Managed the complete Aircraft components POOL supply chain and account management operations on behalf of Lufthansa Technik, for B777 Boeing fleet with a contract value of approx. 25million USD/year (approx. value calculated as per the Etihad Airways fleet size and FH rate).
• - Executed Account Management, Logistics, customer service responsibilities for our corporate customer Airline and defined internally important KPI’s including Performance level, Homebase-stock-level and return performance, analysing KPI’s on a monthly basis.
• - Monitored all IT applications to link with German customs in order to avoid discrepancies in complete Logistics and supply chain process
• - Developed escalation procedures to ensure timely response and resolution to customer Airline concerns and issues. Streamlined Problem Management process for better efficiency and effectiveness.
• - Managed for monitoring home base- components supply during home base initial provisioning caused by phase-in of new aircrafts.
• - As 1st point of contact on site for the customer Airline for all AOG, critical, replenishment requirements and issues to ensure a service without delay.
• - Managed to directly source or approve and purchase aircraft parts in critical AOG situations for customer Airline as per the procurement standard policy.
• - Managed to work in close liaison with customer Airline Engineering Material planning & Production engineer/Technical to work on campaigns designed for preventive maintenance and closely monitor supply or procurement of POOL spares requested by customer Airline MCC for heavy checks ( base maintenance ) or light checks (line maintenance).
with Merit –