Company Overview
Panasonic Avionics Corporation is headquartered in Lake Forest, California, with offices worldwide including Singapore. It specializes in in-flight entertainment systems and related services, supporting airlines through innovative maintenance and technical solutions.
Job Summary
Develop new and expand existing accounts within a large, complex territory for maintenance and technical services. Operate autonomously to deliver high performance in sales planning, proposal generation, contract negotiation, and program implementation, ensuring customer satisfaction and business growth.
Responsibilities
- Develop and implement sales strategies to win contracts for maintenance and technical services within large, complex, and strategic airline accounts.
- Research and maintain detailed information on potential customers, key decision-makers, and influencers to foster strong customer relationships.
- Monitor competitor activities, industry developments, and market trends to inform sales strategies and provide regular activity reports.
- Manage sales forecasts and bookings to support sales growth and profit targets.
- Generate customized proposals for maintenance and technical services by researching customer needs and coordinating with maintenance operations and finance teams for approvals.
- Collaborate with contracts management to negotiate maintenance and repair contracts with airline customers, coordinating key issues with senior management before contract finalization.
- Coordinate program implementation for sold maintenance and technical services in partnership with service program managers and hardware regional account managers for new system sales.
- Develop value proposition presentations and sales tools for regional marketing managers to promote maintenance and technical services using a solution sales approach.
- Analyze and interpret data to produce sales proposals and develop new or customized service offerings aligned with company profit and sales targets.
- Manage customer accounts of high complexity creatively and effectively, exercising judgment in selecting methods and techniques to achieve results.
- Work autonomously to present business cases to management for guidance and decision-making.
- Communicate effectively with diverse stakeholders across social, cultural, economic, and educational backgrounds to address customer needs smoothly and professionally.
- Apply professional concepts and company policies to resolve a variety of issues, demonstrating good judgment and problem-solving skills.
- Utilize advanced Microsoft Word, Excel, PowerPoint, and Outlook skills to support sales activities.
Preferred competencies and qualifications
- Bachelor's degree in a related field.
- Prior experience in sales of maintenance services within an MRO and/or airline environment.
- Technical understanding of In-Flight Entertainment systems and related components.
- Experience working in a matrix organization.
- Willingness to travel up to 50% domestically and internationally.
