Sales Operations Manager
Job Details
Management
KVNY - Van Nuys, CA
Full Time
4 Year Degree
Up to 25%
Sales
Position Summary

POSITION SUMMARY

The Sales Operations Manager is responsible for enabling sales opportunities, actively focusing on operational improvements and new initiatives designed to drive growth & competitiveness. Support business development through effective sales strategies. Manage the Managed Aircraft Department goals and the sales team, along with the performance reporting for the team and company leadership.

 

MISSION

As a key contributor to the charter sales business, the Sales Operations Manager will establish and help implement industry-leading sales engagement strategies that drive business development and market growth. The Sales Operations Manager will plan and implement sales processes that support client retention while driving go-to-market programs to support the national expansion of Clay Lacy Aviation.

 

All applicants must submit to a pre-employment drug screen and background check.

 

DUTIES AND RESPONSIBILITIES

Sales Process and Enablement

  • Develop and execute strategic plans and implement sales targets for each salesperson on the inside and outside charter sales teams
  • In coordination with ACMS, Accounting and Charter set the goals and budget for all managed accounts and distribute reports against them
  • Ongoing development and ownership as a subject matter expert of sales process enablement tools in HubSpot, FL3XX, and other platforms as determined
  • Strategize with marketing to increase the number of MQL’s and other inbound opportunities for the charter sales team
  • Evaluate competitors, analyze trends, and generate new business initiatives to drive sales
  • Foster and improve upon CLA’s charter sales process for both outside and inside charter sales according to customer segment – clear, measurable definition of each stage in the pipeline as well as how each team interacts throughout the process and with customers

 

Effectiveness And Efficiency Of The Charter Sales Team

  • Be an active and contributing member of the Continuous Improvement Program team representing the charter sales organization
  • Review off fleet sales data to offer suggestions on key areas of ACM growth opportunities for part 135 aircraft
  • Create quantitative methods to measure and manage customer segments and regional growth opportunities
  • Control and oversee pricing across all platforms and marketplaces:
    • FL3XX
    • Avinode
    • FlyEasy
    • Tuvoli
    • Air Charter Guide
    • Any additional online platforms
  • Add and remove airplanes as they come on and off the fleet

 

Sales Planning, Reporting, and Analysis

  • Planning – Annual sales plan for both inside and outside charter sales teams (revenue and margin goals, quotas as a whole and per team member throughout the sales funnel, segment approaches, generate strategies and tactics for existing and new business) as well as managed fleet goals
  • Analysis – Performance against the components of the sales plan
  • Reporting – Generate dashboard and establish an accessible reporting package with both lagging and leading KPI’s to report the performance of the organization to assist and motivate the sales team as well as provide visibility to company leadership
  • Pipeline reviews – Establish reporting packages for individuals to provide visibility into areas of strength and opportunity
  • Marketing – Work with marketing to connect lead generation into the sales process as defined and understand the conversion of each lead source
  • Additional reporting on charter business as required

 

Sales Engineering

  • Through reporting and analysis, work with the Managed FP&A and Aircraft Management teams to help aircraft owners understand the nuances of charter markets, pricing approaches, and company performance
  • Participation in creating or modifying company charter products, services, and strategies to innovate offerings over time
  • Review industry trends and conduct competitive analyses to drive sales and improve approach and understanding of market dynamics
Qualifications

EDUCATION

A Bachelor's degree with 2-4 years of experience directly related to duties and responsibilities specified or equivalent combination of education and experience. Project management, quality management experience desired.

 

EXPERIENCE

Experience in both the aircraft charter market, aircraft management, and sales tools.

 

PERSONALITY AND CHARACTER

The ideal candidate will have most of the following traits:

  • Strong technical, analytical, and business leadership skills.
  • Strong organizational change agent.
  • Ability to secure respect and credibility with team members, peers, CLA Leadership Team, and CLA customers.
  • Collaborative working style.
  • Skill in organizing resources and establishing priorities
  • Ability to supervise and train employees, including organizing, prioritizing, and scheduling work assignments.
  • Ability to communicate effectively, both orally and in writing.
  • Skill in developing and examining operations and procedures, formulating policy, and developing and implementing strategies and procedures.
  • Employee development and performance management skills.
  • Strong interpersonal and communication skills and the ability to work effectively with a wide range of constituencies in a diverse community.
  • Ability to travel 10-15%.
  • Able to delegate when required, but also able and willing to work hands-on.
  • Strategic thinker, capable of making key decisions quickly.
  • Highly responsible, willing to “OWN” the process/project and outcome.

 

REPORTING RELATIONSHIP

The position reports solid line to the SVP of Business Operations and dotted line to the SVP of Commercial Operations.

 

BENEFITS

Clay Lacy Aviation offers an excellent benefits package including medical, dental, vision, matching 401(K), and more to employees in full-time positions.

 

EQUAL OPPORTUNITY EMPLOYER

In compliance with the Americans with Disabilities Act, the company provides reasonable accommodation to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations with the employer.

 

All applicants must submit to a pre-employment drug screen and background check.

 

ABOUT CLAY LACY AVIATION

Founded in 1968 by legendary aviator and industry pioneer Clay Lacy. Today, Clay Lacy Aviation is considered the world’s most experienced operator of private jets. Prominent individuals and leading corporations trust Clay Lacy for aircraft management, charter, maintenance, avionics, interiors, and FBO services. The company has aircraft operations and regional offices across the U.S., including full-service FBOs in Los Angeles and Orange County, and aircraft maintenance centers in Los Angeles, San Diego, and Oxford, Connecticut. With the most knowledgeable team in the industry, Clay Lacy delivers superior safety, service, and value to aircraft owners and jet travelers worldwide. Visit claylacy.com

Apply