Job Description
DIRECTOR, COMMERCIAL OPERATIONS- 14 Month Term
SUMMARY
Reporting to the Vice President, Sales & Marketing, the Director, Commercial Operations is responsible for ensuring DHC’s sales "deal flow".
The Director, Commercial Operations coordinates activities and deliverables from all the supporting functions (e.g. Programs, Aftermarket, Finance, Legal, and others) to ensure decision-makers have all the required information to approve commercial offers and issue high-quality bids and proposals to customers.
The Commercial Operations team owns the processes, governance, and reporting that enable DHC’s outbound sales transactions. The commercial operations team coordinates and supports multiple departments to ensure DHC’s success and profitability.
The Director, Commercial Operations role requires the ability to work with flexibility and autonomy as the individual will frequently be in a position where decisions must be made without further consultation to meet deadlines.
KEY ACCOUNTABILITIES OF THE ROLE INCLUDE
- Lead the commercial operations team to achieve targeted results.
- Assemble and prepare commercial offer documents in the pre-contracting phase: RFI/RFP responses, Commercial Proposals, LOI/MOU, and complex bids.
- Understand RFP requirements in detail.
- Liaison/partner between the front-line Sales team and internal functional teams to ensure timely responses, consistency of deliverables, and development of high-quality bids and proposals
- Collate and review inputs from all supporting functional teams to ensure the proposal meets customer/RFP requirements. Package the final proposal package for issue to the customer
- Own the sales pre-contract Process. Ensure all contributor inputs adhere to content quality and schedules and meet compliance requirements. Ensure the required approval and sign-offs are provided before issuing offers to customers (Shared responsibility with Finance).
- Deep understanding of the process across the board
- Identifying and analyzing gaps
- Act as a central coordinator following up with all requests/inputs from supporting functions (e.g. price & offerability, quotes, invoices, PA, etc.)
- Support the Sales Directors to access and structure deals to best meet DHC and customer requirements.
- Develop and maintain strong working relationships, support sales directors to build an internal network, act as a facilitator for the frontline team.
- Crisis Management - Collaboration with stakeholders to close gaps to ensure efficiency in the process and manage disruptions to reduce negative impacts on DHC
- Develop and continuously improve the standardization of proposal templates across all DHC aircraft types.
- Develop and manage the Sales pipeline tool, toolkit; promote its use and continuous improvement.
- Develop and implement new processes, procedures/workflows, and reporting to continually improve deal flow and sales capture rates.
- Manage the company’s external representative on-boarding, approval, and reporting process in close cooperation with the Legal team to ensure ongoing compliance
- Produce regular internal sales reports, including transaction pipelines, skyline charts, revenue and cash flow forecasts, and weekly reports
- Develop, update, and monitor the Sales & Marketing KPI, Dashboard for use in performance management.
- Manage the aircraft delivery coordination team to promote the organized operation and ensure customers enjoy the highest quality of service during the aircraft delivery.
- Support the QMS audit process for aircraft order handling and aircraft delivery
- Support organization-wide growth efforts as assigned by DHC Executive team
Requirements:
- Understanding of the Aerospace Industry commercial processes and contracting. Experience in B2B sales, commercial operations, or bid development roles.
- Strong analytical and financial analysis skills. Able to analyze, manage, and present data and financial models into reports and charts for ease of decision-making.
- Demonstrated leadership experience with a focus on training and development of high-performance teams.
- Outstanding customer service skills and sales acumen.
- Soft-influence and strong collaboration skills to gain alignment within an organization and optimize partnerships with other functions. Ability to influence all levels of management across the organization without having direct reporting responsibility.
Experience and Education:
- 10+ years' experience in aerospace or a similar industry with experience in Sales or Commercial Operations (Inside Sales) roles.
- University degree with a focus on financial modeling or data analysis (e.g. MBA, BCom., BA/BSc.)
- Experience generating complex bids and RFP for government procurement is considered an asset.