Business Development Manager-Europe in Farnborough

The Gogo Business Development Manager (BDM) - Europe is responsible for implementing the company’s business development strategy throughout the assigned geographic territories. Complete territory management will require research, planning, analysis, cold calling, lead qualification, sales cycle management, following through on the development of targeted accounts, and recommending an overall Gogo solution to address individual client requirements in a consultative fashion.

Your focus will be on identifying new regional business opportunities, maintaining key industry relationships and negotiating and closing business deals.

Key Responsibilities:

• Develop and maintain a business plan to meet and exceed assigned goals for existing and new business accounts that clearly links the territory revenue commitment to forecasted revenue opportunities.
• Design customer specific, value-based solutions to ensure that sales objectives for new revenue are attained.
• Create comprehensive tactics and strategies to maintain a high value prospecting pipeline that includes minimum quantities of regular face-to-face client meetings, proposals and client presentations.
• Uphold current industry association memberships and trade show participation.
• Execute the business plan and track performance of successfully closed leads and opportunities within Gogo's standard reporting tools.
• Conduct fact-finding research to understand each prospect's business needs that align to Gogo's solutions before offering any Gogo services.
• Influence the evaluation criteria to ensure successful bids then respond to requests for proposals in a timely and professional manner.
• Work collaboratively with the Gogo management team and customer support teams to continuously improve customer satisfaction and uncover new business opportunities.
• Maintain an up-to-date understanding of Gogo's market positioning, messaging and strategy.
• Build industry association relationships with strategic partners and other key contacts, as appropriate.
• Provide pertinent information about key accounts, territory and industry changes to the leadership team, focusing on industry opportunities.
• Review competitor plans and effect of products and services; prepare pricing strategies according to customer budgets and procurement methods.

Qualifications:

• Bachelor's degree or equivalent in Sales, Marketing, Aviation, Procurement & Acquisition; or a comparable combination of both industry related work experience and education.
• 5+ years’ experience in direct field sales preferably in the training, consulting, or professional services industries.
• Must already be eligible to work and live in the UK near Farnborough.

Required Skills, Talents, & Experience:

• Executive selling skills proven through experience in selling to senior executives.
• Demonstrated ability to sell intangible solutions in a professional manner.
• Working knowledge of the proposed management territory and the ability to provide addressable targets immediately within the region.
• Exceptional verbal and written communication skills with the ability to read, write, analyze, interpret or present complete business documents or concepts and respond effectively to sensitive inquiries.
• Mathematics aptitude with the ability to perform calculations to include addition, subtraction, multiplication, division in all units of measure, using whole numbers, decimals, and the ability to read graphs of all types.
• Cooperative and professional demeanor in working with customers and co-workers utilizing the "chain of command" to communicate effectively within the organization.
• The ability to understand and hold technical conversations, and convey complex solutions in English is required.

Preferred Skills, Talents, & Experience:

• Emphasis on Commercial Business, Telecom, Aviation or Business Aviation is highly desirable.
• Successful completion of formal sales training programs is a plus.
• Excellent working knowledge of general administrative tools such as Microsoft Word, Excel, Power Point and Outlook.
• Proficient with client relationship management tools, specifically CRM and Salesforce.

Equal Pay Disclosure(s):

• Base Pay: Based on experience and responsibilities.
• Target Annual Short-Term Incentive: Commission Plan.
• Eligible for Incentive Stock Program: Yes.

Benefits: Satcom Direct offers competitive benefits with plans that can fit each employee’s needs.