The Regional Vice President will play the leading role in driving business revenue and margin growth for Panasonic Avionics Corporation in the region. Reporting to the Senior Vice President of Sales and Services, this person will direct, organize, plan and develop sales processes and methodologies, as well as create a winning growth culture within the team. He/she will oversee a group of roughly 90 employees and be responsible for customer success, managing all aspects of sales and marketing, customer service and field engineering in the region.
The successful candidate will be responsible for accelerating and driving profitable, top-line annual growth and profitability in alignment with the company’s business strategy. The RVP will focus heavily on managing the entire sales, digital services, field engineering services, and sales support functions of the region while developing and implementing initiatives to increase market share, and profitability.
The ideal candidate will bring a demonstrated history of success leading high-performing organizations in complex environments. He/she must possess a hands-on, proactive style that delivers solutions in an efficient and timely manner. This role will be both challenging and rewarding, and will require creative thought leadership, a strong thirst for success, unwavering commitment, and demonstrated success in driving strategic initiatives. The ideal candidate will have a passion for serving customers, and a commitment to driving their customer success with PAC products and services.
As a leader in the region, it is the RVP’s responsibility to ensure PAC has a culture of compliance and encourages ethical behaviors and business practices. Setting the right tone from the top will be a critical part of the ideal candidate’s success. Compliance is our foundation and we expect the successful candidate to be an example of integrity and compliance.
Sales & Marketing
Establish and grow the ‘addressable’ markets scale and scope across the Region for traditional PAC offerings of IFE, Connectivity and Technical Services as well as a new vertical in Digital Solutions and Services.
Build and execute a data driven, outcomes based selling strategy—to drive Customer Success
Deliver a strategic, five-year, rolling sales and profitability plans for addressable markets in the assigned Region.
Ensure long-term Account Development Plans (ADPs) are in place for key Panasonic customers.
Utilize modern and contemporary commercial strategies and methodologies to deliver customer value and long-term customer success
Build and strengthen relationships with C-suite executives at key customers and strategic ecosystem partners in the regions.
Constantly evaluate sales operations, forecasting, sales pipeline management tools and methods for efficiency and effectiveness.
Digital Solutions and Services
Lead a contemporary and modern commercial organization that utilizes Innovation Workshops and Ideation sessions to build strong, long-term customer relationships that are rooted in creating mutual success
Leverage experience in SaaS selling to coach a team who has little formal knowledge or training in SaaS based selling, SaaS based thinking, or SaaS based
Commercial & Business Management
Achieve or exceed the assigned Region’s sales and key business metrics such as revenue recognition and accounts receivable across PAC portfolio and established departmental scope.
Direct the team responsible for providing proactive, world class, technical support to airline customers across the region, focusing on responsiveness, product and service quality and speed of resolution.
Ensure that the entire Regional team and PAC resources are focused on delivering both customer satisfaction—and customer success. Customer Success at PAC is defined as delivering the customers’ expected business outcomes through well-structured Customer Success scorecards that include efficient programs, initial quality, in-service performance, fault resolution, innovation, idea generation, shared risks and rewards and co-creation of value.
Media & Software
Work closely with product development and engineering in the creation of customer user interfaces, software development and test in close co-operation with matrixed resources in Engineering and Operations.
Inspire outstanding performance from all levels of the organization through elimination of silos, removal of barriers, and encouragement of collaboration to enable unwavering commitment to PAC’s success.
Ensure that systems are in place to attract, develop, mentor, coach and retain high quality and diverse staff throughout the region.
Consistently review and analyze the region’s performance against short term and long-term business goals.
Coach, develop, motivate and train key staff members and the entire organization on commercial best practices.
Education / Experience Requirements
Minimum 10 years of a combination of Account Management, product management or program management and successful Sales experience in avionics or aerospace.
Bachelor’s Degree is required. MBA is preferred.
Knowledge / Skill Requirements
Proven management abilities covering analysis and planning/strategy, development and implementation of key initiatives and reporting and controlling results.
Ability to create and communicate a clear, inspiring vision and translate that vision into a practical, results-focused action plan.
Lead high-performing sales and customer success teams, developing a culture of accountability.
Solid capacity to influence and negotiate with customers, suppliers and all external stakeholders.
Track record of success working in the Americas and Oceania and deep understanding of the geopolitics.
Experience in markets where core products have transitioned or expanded into service offerings and business models have transformed from primarily hardware sales to service sales or ideally ‘outcome-based’ business models.
Deep perspective on how to face challenges in a competitive environment.
Ability to act as a change agent with an open and flexible approach. Strong skills to build credibility and partnerships.
Outstanding written and verbal communication skills including ability to present to executive and c-suite decision makers inside PAC and at customers.
High capability to generate new ideas and implement them with overall organizational goals in mind, as well as to take advantage of emerging opportunities.
Highly developed team building skills.
Experience participating with other senior leaders to establish strategic plans and objectives.
Strategic thinker with vision for the future; ability to “see around corners”.
Strong blend of analytical decision making and creative problem solving