About this position
The VP of Commercial Sales and Service for North America will lead all sales, after-sales service, and marketing operations across North America. The goal is to drive strong revenue growth, increase market share, strengthen customer satisfaction, and ensure operational compliance. This role plays a key part in expanding our sales network, promoting our full range of products, and developing a profitable and scalable after-sales service business.
Key Objectives:
· Drive growth in sales, market share, and profitability.
· Expand the sales and service network across America.
· Ensure high levels of customer satisfaction and retention.
· Build a sustainable after-sales business contributing to long-term profits.
· Enforce strict adherence to compliance and ethical standards.
Required Experience and Skills:
· Strong understanding of the aviation industry, including products, technologies, and competitors.
· Proven track record in sales leadership and customer relationship management.
· Excellent interpersonal, negotiation, and presentation skills.
· Capable of handling high-pressure situations and aligning customer needs with operational capabilities.
· Strong leadership and team management abilities.
Core Responsibilities:
1. Commercial Strategy and Execution
· Lead and execute the commercial strategy across key customer segments: airlines, ground handlers, leasing companies, and freight operators.
· Ensure alignment with group pricing, sales policies, and compliance procedures.
· Meet or exceed annual sales targets, margins, and other KPIs.
2. Customer Relationship Management
· Maintain strong relationships with existing clients and develop new business opportunities.
· Oversee all customer communications, proposals, order updates, and issue resolutions.
· Ensure timely collections and manage customer credit terms.
3. Marketing and Business Development
· Gather and report market intelligence on trends, competitors, and customer needs.
· Support product promotion through trade shows, events, and digital campaigns.
· Develop and maintain marketing materials and tools to support the sales process.
4. Sales Reporting and Budgeting
· Manage sales forecasts, pipelines, and budgets.
· Monitor performance against targets and take corrective actions as needed.
· Deliver regular reports and analysis to senior leadership.
5. Team Leadership and Development
· Lead and manage the America sales and service team.
· Set individual and team goals, review performance, and provide coaching and support.
· Foster a high-performing, customer-focused culture.
6. Operational Coordination
· Coordinate delivery, commissioning, and training with operations and engineering.
· Ensure smooth handover from sales to after-sales service.
· Oversee warranty issues, claims, and customer feedback loops.
7. Compliance and Ethics
· Enforce compliance policies when appointing distributors or agents.
· Ensure all agreements and partnerships meet TLD's ethics and compliance standards.
8. Global Collaboration
· Work closely with global sales and service teams to manage multinational accounts.
· Participate in global strategy sessions and share best practices.
Cross-Functional Collaboration:
· Sales & Marketing: Align on campaigns, market development, and promotions.
· Operations & Engineering: Coordinate delivery timelines, feasibility assessments, and product customizations.
· Logistics & Finance: Optimize inventory levels and manage receivables.
· General Management: Contribute to annual planning, forecasting, and strategic initiatives.
Work Style and Expectations:
· Operate with a high degree of autonomy and accountability.
· Lead by example and promote a collaborative team environment.
· Travel as needed to meet customers, support the team, and represent TLD.