The Sales Consultant role is the front line for the NetJets Sales organization. The Sales Consultant is the first point of contact for more than 50% of prospective Owners of NetJets services. Prospecting and reaching out to prospective Owners is the key component of the position. The Sales Consultant must possess skills to generate leads and qualify potential NetJets Owners that are made up of CEO-level decision makers and high net-worth individuals.
The Sales Consultant is responsible for generating revenues for the organization through cold calling, in-person meetings, qualifying individuals based upon their decision making ability, financial capacity and need/desire for NetJets' services and an independent, proactive search for potential clients that have an identifiable need for NetJets' services. The Sales Consultant must qualify these individuals, financially by their ability to make a purchase. In addition, a combination of mining the Salesforce.com database, researching external sources and initiating contact with the decision maker by way of telephone, email, or written correspondence.
The Sales Consultant must be comfortable dealing with high powered executives, the ultra-wealthy and their financial advisors. The Sales Consultant understands the prospect's unique needs in order to appropriately recommend aircraft and products for the individual.
35%: Educate, consult and advise prospective Owners on private aviation and NetJets products through detailed explanations and understanding of individualized needs. Develop and present proposals for individualized product assessment. Organize, follow up and manage the prospect universe for each territory opportunity recording all interactions with potential Owners in Salesforce.com. Drives the initial evaluation and qualification of the customer opportunity. This is accomplished through a series of verbal and/or written consultations, while simultaneously utilizing third party resources to verify that the opportunity makes good business sense for the company to explore. The evaluation and qualification stages involve independent research and analysis by the Sales Consultant to help them fully understand the scope of the opportunity. Develops, defines and executes segmentation strategy potential Owners in Salesforce.com and uses segmentation plan to uncover new business opportunities to direct Sales Vice Presidents to prospective Owners. Develops a pipeline of potential Owner opportunities. Once the Sales Consultant has confirmed that an individual or Company is qualified to make a purchase with NetJets, it is their responsibility to keep in touch and communicate relevant updates and information until the timing is right to move forward. Part of the segmentation responsibilities involve the decision to isolate these prospects from the rest of the database, determining the appropriate amount of follow up and relationship development, making the decision to move forward with setting up a meeting with the VP, Sales who, ultimately will close the deal.
35%: Evaluate, develop and execute strategy for territory segmentation for each assigned region optimizing current opportunities and developing like segment opportunities. A Sales Consultant has the responsibility of strategizing their daily approach to prospecting. Utilizing the knowledge of where NetJets' current clients reside, companies/industries that need private aviation as a business tool, and difficult city pairs within one's territory, the Sales Consultant strategically plans their weekly activity. The Sales Consultant is accountable for segmenting the data in Salesforce.com to further organize these efforts. Every Sales Consultant has the ability to define which segment of their market they wish to develop to grow the new business revenue for NetJets. Develop and deploy communication to competitive prospective Owners using the NetJets value proposition as it relates to the competitive environment. Consult, educate and advise Sales and Marketing management on territory opportunities relating to trends or competitive developments. Meet and/or exceed activity goals as it relates to number of new clients and set meetings.
15%: Travel in territory for face-to-face prospect meetings with decision makers, or support of client and prospect events including: trade shows, aircraft static displays, demonstration flights, facility tours, golf outings, misc. business dinners, etc. When the Sales Consultant is in territory at the events, their primary responsibility is to converse with the prospects, further communicating the intricacies of the program relative to that potential Owner's specific needs.
15%: Handle in-coming calls and inquiries originating from the NetJets website from prospective Owners. Research and update database with all information found on prospects (biographies, previous aviation experience, contact information, decision making process, etc.).
Education Level: Bachelor's Degree
Course of Study/Major: Sales, Business, Marketing, Communications or similar disciplines.
Related Work Experience: 2-4 years