Commercial Director – Aviation Digital Solutions

About the role

Skywise, a digital services company wholly owned by Airbus, offers integrated solutions covering Planning & Operations Control, Flight, Technical and Ground Operations. It is looking for a Commercial Director in Bogotá to lead an assigned territory and/or portfolio of customer accounts with high development potential, significant existing footprint or strategic customers. The role covers all commercial activities, including new sales, up-selling, cross-selling and contract renewals, and aims to have a significant impact on the region's business results.

Key responsibilities

• Understand customers' flight operations processes, tools and systems, and their priorities and requests
• Maintain expertise on Skywise and partner products to identify up-sell opportunities and solve customer pain points
• Build strong relationships with decision makers and develop strategic account plans for key accounts, coordinating with Airbus global account management where appropriate
• Create new opportunities based on market potential, customer needs and company capabilities
• Drive revenue growth through up-selling and cross-selling, and manage contract renewals through negotiation of terms, conditions, pricing and commitments
• Develop commercial strategies, price targets and action plans, and prepare persuasive sales presentations
• Use Skywise CRM tools effectively and attend trade shows and user conferences as required
• Support portfolio and program organisation and marketing, and coordinate internally on invoicing, account receivables and contract issues

Required profile

• Bachelor's degree or equivalent experience
• Minimum 10-15 years of sales experience in SaaS within the LAC region, in airline flight operations or operations control centres (OCC)
• Recent experience working with leading European airlines
• Spanish and English; demonstrated knowledge of airline flight operations and airline/aviation IT and application software
• Willingness to travel considerably (up to 60% domestic and international)

Required skills

• Strategic or consultative selling and project management and strategic account planning
• CRM tools and sales process proficiency
• Excellent communication, listening and customer relationship management skills

What we offer

• Flexible hours, vacation days (15-24) and Christmas shut down
• 12 sick days, training and development support, and a generous pension scheme
• Casual dress code, employee share scheme, referral program and summer core hours
• Group benefits plan, maternity and paternity benefits, and mental health support