Business Analyst

San Jose, CA 95125

Posted: 10/03/2018 Industry: Project Management Job Number: 8482 Pay Rate: Not Specified
The B2B team operates as a start-up within an enterprise client. They have built an Enterprise B2B product that enables businesses to buy and sell parts via a transparent, independent marketplace, and an RFQ module which simplifies the current inefficient and time-consuming process. They're starting with the aviation aftermarket and are looking for a commercial manager to help optimize, accelerate and grow activity within the customer base.

The successful consultant will be responsible for the sales activities of Enterprise customers on the B2B platform, including farming, training new users, account management, commercial discussions, and problem solving of the customer account. You will need to be able to manage a large and complex pipeline, working hand in hand with the Commercial and Customer Success teams, to change the way that aviation parts are bought and sold.

The successful consultant will be responsible for selling the B2B vision to customers, while managing their expectation along the journey, via a set of multi-channel interactions. You'll be the main customer facing conduit to share customer feedback and help shape the direction of our product plan. It's an exciting time to join a project looking to help the client take advantage of a huge B2B opportunity.
  • Take accountability for key customer accounts and driving activity from those
  • Create, develop and review the global acquisition strategy with internal team and stakeholders
  • Actively manage the pipeline and deliver against set targets and goals (from customer number, revenue and GMV perspectives)
  • Deliver B2B message, planning, strategy to customers; manage client communications & conflict resolution via a combination of email, phone and face to face interactions
  • Be the voice of the customer to the internal team
  • Represent the client B2B at trade fairs and other industry/customer meetings
  • Develop pipeline and become a key team contributor to the success of our clients B2B
  • Resolve client issues efficiently while maintaining excellent customer relations
  • Respond to the client's needs with a sense of urgency
  • Focus on customer satisfaction, revenue generation and long-term strategic goals Desired skills and experience
  • Proven sales/account management track record of 7+ years in a global, B2B/SaaS multi-channel sales leadership role or in a trading role within the aviation industry
  • Relentless focus on what is best for the customer and delivering excellent customer service
  • B2B technology and/or SaaS experience and/or concept sales experience is a must have
  • Commercial savvy and acumen with experience creating and delivering on sales plans
  • Self-motivator/ experience working in a start-up environment
  • Ability to effectively communicate, engage and connect with all types of customers and all levels: large PLCs to small businesses; C-level connections to junior buyers and sellers
  • Business planner and account strategist: ability to read and prioritize customers as well as manage expectations
  • Aviation industry, SAP, ecommerce knowledge would be helpful, as would contacts in the aviation industry
  • Maintains strong knowledge of new and existing B2B product offerings as well as new products in the market, industry trends and new developments; understands current competitive conditions within the marketplace.
  • Excellent time and territory management skills; overall strong communication and teamwork skills
  • Knowledge of managing/running a P&L
  • Contract and commercial negotiation skills: experience in negotiating, closing and managing high-value complex agreements working with customers and internal legal partners
  • Ability to travel up to 50% of time
  • Fluent in English (other languages a plus)
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