De Havilland Aircraft of Canada Limited Looking for Director, Commercial Operations at Calgary, AB Full Time

De Havilland Aircraft of Canada Ltd. (‘DHC’) is a proudly Canadian aerospace company currently transitioning its corporate headquarters to Calgary, AB. DHC is undertaking a consolidation of its underlying subsidiary companies under a single brand currently offering engineering, aftermarket, new aircraft manufacturing, modifications, parts manufacturing and flight training. DHC currently has approximately 1,200 employees based in BC, AB and ON as well as in markets and distribution hubs world-wide. Our strong entrepreneurial spirit, together with a culture of empowerment, quality and innovation create opportunities to grow and succeed in an organization with a proud heritage and bright future.

Summary

Reporting to the Vice President, Sales & Marketing the Director, Commercial Operations is responsible for ensuring DHC’s external sales “deal flow”. This leader and their team of ComOps Managers, own the processes, governance and reporting that enable the company’s outbound sales transactions.

The successful candidate will coordinate 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.

Key Accountabilities of the Role Include:
Assemble and prepare commercial offer documents in the pre-contracting phase: RFI/RFP responses, Commercial Proposals, LOI/MOU and complex bids.

Own the sales Transaction Approval Process. Ensure all contributor inputs adhere to content quality and schedules and meet compliance requirements. Ensure the required approval and sign offs are provided prior to issuing offers to customers.

Manage the company’s Customer Relationship Management tool and promote its use and continuous improvement. Maintain the archive of sales campaign: milestones, transaction approvals, and results.

Manage the company’s external representative on-boarding, approval, and reporting process in close co-operation with the Legal team to ensure on-going compliance.

Act as a 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.

Produce regular internal sales reports, including: transaction pipelines, skyline charts, revenue and cash flow forecasts and weekly reports.

Generate and monitor the Sales & Marketing KPI and Dashboard for use in performance management and order forecasting.

Work with VP Sales & Marketing to create and maintain a high-performance Sales culture, focused on delivering results by providing ongoing training coaching and development of Sales team members.

Develop and implement new processes, procedures and reporting to continually improve deal flow and sales capture rates (e.g. conduct win-loss analyses).

Support the customer facing Sales and Marketing leaders in the field to develop their sales campaigns and account strategies by recommending strategies and best practices.

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 similar industry with experience in Sales or Commercial Operations (Inside Sales) roles.

University degree with focus on financial modelling or data analysis (e.g. MBA, BComm., BA/BSc.)

Experience generating complex bids and RFP for government procurement is considered an asset.

At De Havilland Canada, we aim to be inclusive and diverse and provide equal opportunity for employment. All qualified applicants, regardless of gender, age, race, religion, sexual orientation and disability, are encouraged to apply.

At De Havilland Canada, we aim to be inclusive and diverse and provide equal opportunity for employment. All qualified applicants, regardless of gender, age, race, religion, sexual orientation, and disability, are encouraged to apply.