Business Development Director (Americas)

ABOUT UNILODE

Unilode owns and manages the world’s largest fleet of approximately 160,000 unit load devices (ULDs), for use in the aviation industry, and owns and operates the largest global network for the maintenance and repair of ULDs and inflight food service equipment. Unilode provides management, repair, short term leasing and digitalisation solutions to over 90 airlines through a network of more than 550 airports, 18 regional offices and 50 certified repair stations, supported by 700+ employees. For more information visit unilode.com.

POSITION OVERVIEW

The Director Business Development Services & Solutions will add value by supporting and directing the senior management team in achieving the strategic plan and the company’s overall long-term vision for Business Development and growth. This position will ensure pipeline and strategic plans are in place by customer including relevant customer interaction relating to our current and any new services and product portfolio. 

GENERAL RESPONSIBILITIES

• Build strong personal customer relations, Gain a strong understanding of customers products, networks, growth plans and developments. 
• Ensure the above is aligned with Unilode Services and Solutions portfolio of FSL services, STL services, digital offering, and MRO services. 
• Ensure the services and solutions portfolio can be further enhanced through additional products such as Galley carts.   
• Prioritize and target services and solutions that require additional focus and enhancement as an offering to the marketplace. 
• Ensure that sales target and budget is realized and exceeded. Participate in budget and forecast process and ensure that agreed revenue and contributions are met. 
• Working in conjunction with the VP Business Development in ensuring the above is strategically planned and executed with the support of the wider Business Development team. 
• Work with the BD team to develop proposals that are relevant to the customer’s needs, concerns, and objectives. 
• Close communication, engagement, and collaboration with all other stakeholders (Finance, Operations, Procurement etc.) in formulating commercial plans, models, and proposals. 
• Maintain and ensure CRM tool is updated with carrier contacts and all other relevant details.   
• Work with the BD Manager Contracts, Agreements and Analytics in ensuring that the sales process flow is followed with the strategic executions plans by customer and that the processes are followed by the wider team. 
• Ensure close liaison with Director Marketing and communications in ensuring that the right collateral and marketing plans are available for liaison with customers. 
• Develop and prepare company documents for Business Development team including budget and board packs. 
• To undertake any other duties as required by management, commensurate with the grade of the post. 
• Ability to develop and implement commercial strategies, meeting company goals.  
• Conduct market research and analysis including the creation of detailed business plans. 
• Analyze data and create reports to identify areas of business growth. 
• Attend networking events and build industry connections.  
• Ensure that the organization complies with contractual obligations. 
• Promote at all times the Vision, Mission, Values of Unilode Aviation solutions. 
• Additional duties as assigned. 

QUALIFICATIONS

• College degree in business administration, finance, or similar field. 
• 5+ years of successful work experience as commercial manager or another relevant role. 
• Proven success in sales as well as evidence of the ability to manage relationships with key clients and stakeholders. 
• Solid understanding of market research methods and analysis. 
• Commercial awareness coupled with a strategic mindset. 
• Exceptional written and verbal communication skills. 
• Ability to build strong relationships with clients and industry contacts. 
• Accuracy, focus and attention in detail.  
• Ability to prioritize workload, work to tight deadlines, on own initiative and under pressure. 
• Possess an analytical mind that can process data and manage documentation.  
• Extensive understanding of business growth models and the ability to foresee commercial opportunities. 
• Excellent relational skills, with ability to build and maintain beneficial partnerships with all key stakeholders. 
• Strong working knowledge of metrics to monitor the performance of commercial activities. 
• Possess a collaborative mindset and work well as part of a team. 
• The ability to manage and participate customer engagement and negotiations. 
• Manage and lead proposals/tender discussions with senior management including the ELT.

WHY UNILODE?

• Competitive compensation
• Bonus Program
• 4+ Weeks of paid time off
• 11 Paid holidays 
• 1 Floating holiday (to be used on employee's date of choice)
• 5 days of paid wellness leave
• Medical, Dental, Vision and Life insurance
• Company Paid Vision, Basic Life & Short and Long-term disability insurance
• Healthcare & Dependent Care Flexible Spending Accounts
• 401(k) plan with fully vested company match 
• Referral Bonus
• Long Service Award Bonuses
• Promotion Opportunities