Regional Sales Director

Job Summary

Under the direction of the Sr. Vice President-Sales, U.S. & Canada, the Regional Sales Director (RSD) is responsible for all Falcon aircraft sales-related activity within a clearly defined territory.

• Develop, maintain, and execute a periodic action/business plan with the objective of maximizing Falcon sales.
• Execute and adapt plan as necessary to sell new Falcons and maximize Falcon market share, per metrics established by DFJ management, as compared with sales of competing business aircraft in similar categories.
• Provide annual and periodic sales forecasts.
• Promote and sell DA and DFJ held pre-owned Falcon inventory as an alternative when a Buyer is not prepared to purchase a new Falcon.
• Foster the growth of the Falcon customer base in-territory even when DFJ does not have a suitable aircraft to offer a prospective Buyer, via positive support of other entities selling Falcons against competing aircraft.
• Develop, via proactive prospecting, research and qualification activity, an in-depth knowledge of all entities (corporations, individuals, etc.) that are prospective Buyers of Falcon business jets.
• Develop, maintain and utilize a network of resources within the aviation transactional / services communities (decision “influencers” - technical, financial, consultative, etc.) to gain critical market-related information.
• Use network of resources or direct contact to establish relationships with prospective Buyers, towards gaining opportunities to directly present/promote/sell Falcon aircraft and influence their buying decisions.
• Develop an in-depth working knowledge of Falcon aircraft features and benefits in areas including design, construction, systems architecture, performance, operating costs, etc.
• Develop an in-depth working knowledge of competitor aircraft.
• Apply such knowledge to effectively communicate the strengths and advantages of Falcon aircraft over competing products relative to prospective Buyer needs.
• Utilize internal DFJ marketing resources (mailings, ad response, web inquiries, etc.) as tools to promote features, benefits, and brand recognition of Falcon aircraft.
• Provide regular updates to sales management team regarding high priority/potential sales opportunities while suggesting/implementing courses of action required of the team to achieve successful sales.
• Maintain comprehensive database of prospecting activities, customer contacts and sales opportunities using company-assigned tools and direct communication with management.
• Arrange and conduct product presentations and demonstration flights.
• Develop, manage and host customized promotional events for prospective Falcon Buyers and influencers.
• Conduct facility and factory visits and completion center tours.
• Participate in local industry functions in order to promote Falcon aircraft.
• Promote the advantages and benefits of products and services offered by Dassault Aviation, DFJ, Dassault Aircraft Services and affiliated companies.>
• Understand and promote special programs available (service, finance, training, etc.) to prospective Falcon Buyers to ease their purchase process and enhance ownership experience.
• Provide timely reporting to sales management team and marketing services group regarding Falcon sales opportunities won and lost, including primary Buyer decision factors.
• Provide timely industry intelligence on competitors (aircraft pricing, availability dates, marketing strategies, special programs, new product development, technical issues, …) influencing prospective Buyer decisions.

• Develop a comprehensive understanding of the parent company, Dassault Aviation’s corporate history and functional organization.
• Develop a comprehensive understanding of Dassault Falcon Jet’s corporate history and functional organization.
• Build effective working relationships with, and develop an understanding of the responsibilities of, personnel from the following DFJ departments:
  Flight Operations, Marketing Services, Specification and Design, Contracts/Legal, Finance, Pre-Owned Aircraft Sales, Completions and Customer Service.
• Provide productive suggestions to DFJ management to further increase future Falcon…