POSITION SUMMARY:
To identify, qualify and close the sale of a new Citation through direct sales activity in an assigned region.
POSITION REQUIREMENTS:
1. Maintains current information on, and contact with business aircraft operators and other major businesses and individuals within assigned domestic region to identify potential Citation prospects.
2. Thoroughly qualifies prospects regarding their financial capability, corporate and personal travel requirements and the capability of a new Citation to address the prospects’ needs and expectations.
3. Develops and implements account strategies designed to inform the prospect of Cessna’s ability to address their needs and expectations, to advance the account decision making process in a timely fashion, and to minimize potential competitive activity by utilizing Company provided formal Account Management methodology.
4. Maintains thorough records on each prospect, to include key decision makers, fleet history and utilization, business history, business activity and events that have, or will, influence new aircraft purchase decisions. A detailed history of contacts and records should include copies of general correspondence and other information supplied to the prospect.
5. Maintains current knowledge and understanding of all elements critical to the sales process, including comprehensive familiarity with and technical aspects of the Citation. Analyzes a prospect’s financial qualifications and communicates the details of finance programs and/or various ownership cost analyses generated by Sales Engineering.
6. Maintains and communicates to prospects a clear understanding of Citation contract details and warranty provisions.
7. Coordinates demonstration flight requests with Flight Operations. Provides complete information concerning all details relevant to a successful flight, including discussion of customer expectations with Flight Operations and VP, Regional Sales prior to the flight. Briefs prospect on demonstration guidelines (as appropriate) and Company policy concerning demonstration charges.
8. Citation products, services, terms and agreements, and conditions of sales shall be fairly and accurately presented to customers and prospects. Purchase Agreements shall be within Company policy, ethical and legal and within acceptable Marketing Program format and financial guidelines.
9. Required to perform all duties within company policy and established budget.
10. Participates in local business and civic affairs to promote general aviation within assigned territory.
11. Provides thorough and accurate details of potential trade-in aircraft to facilitate completion of appropriate trade-in quotations. Following the new aircraft sale professionally coordinates all trade-in activity with the Pre-Owned Aircraft Team.
12. Works in close cooperation with Citation Pre-Owned Aircraft Team to identify qualified prospects, participating as appropriate in the successful sale of Pre-Owned Citations.
13. Prepares and submits VP, Regional Sales required monthly reports pertaining to sales activities, sales forecasts and budgets in the standard required formats. Prepares and submits special reports as requested.
14. Develops and submits to VP, Regional Sales an annual marketing plan and sales action plan for area designed to achieve assigned sales objectives and incorporating the overall marketing and sales programs and strategies.
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
