COMPANY PROFILE

AV-BASE Systems, Inc. develops and supports a series of Aviation Inventory and Maintenance Software known as WinAir. With head office based in London, Ontario; AV-Base currently provides WinAir to over 200 Aviation operators (fixed-wing and rotary-wing) worldwide.  WinAir is widely recognized as the easiest-to-use, most structurally integrated and affordable system for handling aviation maintenance and inventory control.

POSITION SUMMARY

The Sales Associate will be primarily responsible for bringing in new customers as well as developing and leveraging relationships with AV-BASE Systems’ clients. Acting as a key client liason with several internal departments, the Sales Associate’s focus is to create and sustain profitable, long-term business relationships with new and existing clients, and promote total client satisfaction. Additionally, this role will be responsible for the proactive resolution of client issues and for the identification of opportunities for new services and/or products within the established client base.

PRINCIPAL ACCOUNTABILITIES

• Responsible primarily to bring in new customers and follow up on leads.
• Maintain and develop existing relationships with top-level decision makers in client organizations to better understand the client’s day-to-day business needs and short and longer term strategic goals through regular contact (formal and informal).
• Conduct in-depth and ad hoc analysis to plan and recommend appropriate price increases. Prepare, negotiate, and deliver price changes to clients.
• Leverage established client relationships to generate additional business opportunities.
• Make recommendations on product decisions based on thorough understanding of client needs.
• Ongoing/regular interaction with Tech Support and Training on new opportunities, product upgrades, and conversions.
• Advocate on behalf of the client within the organization based on information/intelligence gained through client meetings. Ensure that service issues are anticipated and proactively resolved.
• Seek client feedback on product/service initiatives: promote client participation in focus groups; clarify/review survey feedback to ensure service levels are appropriate and to determine opportunities for improvement. Initiate follow-up on critical client surveys.
• Leverage available market data and analysis to develop potential sales and/or promote new ideas for improved service offering to clients based on assessment of their current service model and AV-BASE Systems’ product/service offerings. Keeps abreast of market conditions, competitive activities, and market trends.
• Determine solutions to client service issues or identify opportunities for providing improved service based upon expert-level knowledge of AV-BASE Systems’ service model and products.
• Build strategic framework for facilitating resolution of critical service issues to ensure appropriate and consistent allocation of internal resources (e.g. Tech Support, Sales, and Training), and regular follow-up with client regarding resolution approach and timelines.
• Actively develop and/or promote best practice solutions within the client service environment.

CRITICAL POSITION CRITERIA

• Bachelors Degree in Business Administration, Finance or Accounting.
• Minimum of 2 years’ experience working successfully with top-tier and/or national accounts.
• Strong business acumen, combined with excellent influencing and negotiating skills.
• Interpersonal and relationship skills sufficient to adapt style and approach based on client needs and situation; e.g., can act as teacher or influencer, and broker agreements on resolution.
• Demonstrates the ability to express ideas persuasively in either individual or group settings to gain support/buy-in from key stakeholders; – e.g., writes and delivers presentations in both technical and non-technical terms. Participates in pre-sales presentations.
• Well-developed presentation skills, with experience in providing presentations to large groups.
• Ability to develop strong operational knowledge of products sufficient to understand a full spectrum of client issues and offer reasonable and workable solutions.