PTS Sales Manager III

Overview

PTS Sales Manager III

You will be responsible for developing new accounts and/or expanding existing accounts within a large established territory and for highly complex / visible accounts. Is able to operate autonomously and deliver a high level of performance. Oversee sales planning, coordination, preparation, approval and support of maintenance services proposals to airlines. Generate unique proposals for new service offerings. Performs contract negotiation and coordination (in association with Contracts department) with the airline customer. Perform program implementation for maintenance and technical services once they are sold in coordination with the Service Program Manager assigned to the program. Manage, through matrix organization, the coordination of the activities towards the sales of services with responsibility/accountability for results, including costs, profit, methods and staffing.

Responsibilities

Key Responsibilities:

• Lead sales planning and execution for maintenance and technical services across large, complex, and strategically important airline accounts.
• Identify and target potential customers; develop and implement sales strategies in collaboration with regional sales teams.
• Build and maintain strong relationships with key decision-makers and influencers within customer organizations.
• Position Panasonic Avionics Corporation as the preferred provider of technical services through effective marketing and relationship management.
• Monitor market trends, competitor activities, and customer needs; provide regular reports on business opportunities and strategic insights.
• Manage sales forecasts and bookings; help set and achieve sales growth and profitability targets.
  
  

Proposal Generation & Contracting

• Research customer needs to create tailored quotes for both standard and customized service offerings.
• Coordinate proposals with internal maintenance and operations teams to ensure feasibility and alignment.
• Collaborate with Contracts Managers to negotiate terms and finalize maintenance and repair agreements with airline customers.
• Engage senior management for guidance and approval on key contract terms and strategic deals.
  
  

Program Implementation

• Post-sale, coordinate with Service Program Managers to implement technical and maintenance services.
• Work alongside regional Hardware Account Managers for programs involving new system sales.
  
  

Marketing & Sales Enablement

• Develop value proposition presentations and sales tools to support regional marketing and sales efforts.
• Promote a solutions-based sales approach by articulating the business value of maintenance services.
• Gather and analyze intelligence on the airline maintenance service market to support strategy development and execution.
  
  

Education/Experience Requirements

• Bachelor’s degree in related field preferred; equivalent sales experience will also be considered
• Prior Experience in the sales of Maintenance services within an MRO and/or an airline.
• Technical understanding of In-Flight Entertainment systems and its related components preferred.
  
  

Qualifications

• Solid working knowledge of the MRO (Maintenance and Repair Organization) industry.
• Strong sales and negotiation skills with a proven track record of achieving win-win outcomes in a technology-driven environment.
• Independent, self-motivated professional with excellent communication skills.
• Ability to effectively engage with individuals from diverse social, cultural, economic, and educational backgrounds.
• Skilled in building and maintaining strong relationships with both customers and internal departments to meet customer needs efficiently.
• Demonstrated ability to work independently and present well-supported business cases to management for strategic decisions.
• Excellent negotiation and presentation abilities.
• Clear understanding of airline strategic goals and capacity to articulate the OEM (Original Equipment Manufacturer) value proposition.
• Proficient in analyzing and interpreting data to create tailored sales proposals and develop new service offerings.
• Experience working within a matrix organization structure is a plus.
• Capable of addressing complex and varied issues by evaluating multiple business and market factors.
• Strong problem-solving, decision-making, and multitasking skills to handle customer inquiries and issues professionally.
• Advanced proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
• Demonstrated history of success in sales and recognized as a subject matter expert in the field.
• Uses sound judgment to select the most effective methods and techniques for resolving challenges.
• Applies professional concepts within company policy frameworks to address a wide range of issues.
• Proven ability to creatively manage complex and high-scope customer accounts.
• Exercises sound judgment when determining methods and procedures for new assignments; may provide mentorship or guidance to other sales managers.
  
  

Other Requirements

• May require travel, up to 50% of the time to domestic and/or international locations.
  
  

REQ-151397