Business Development

"Opening the Latin America Market for the American Aviation Companies"

Strategic Planning Process: Implement programs to open new markets as well to expand existing ones.

Relationship Builder: Adept at establishing and maintaining superior and positive relationships with existing customers, potential customers, and internal customers based on trust, reliability and consistency. Innovative marketing leader based on client-driven values. Developer of key business relationships in domestic and international markets.

Multicultural Vision: Professional that understands that business are done in different ways around the globe. Rule #1 to make business worldwide is to be adaptable to different rules, behaviors and cultures. Ability to find the right connections to generate new business and open new markets.

Customer Needs: Ability to identify customer needs, especially those that they do not realize they have. Good understanding of what is behind a customer complaint and use it as a second chance to exceed customer’s expectation.

Market development process:

1. Establish market development aims and targets.
2. Identify target market(s), sectors and niches.
3. Assess your existing sales organisation and develop it as necessary.
4. Source/utilise a suitable prospect database - ensure data is clean and up to date, and strategic decision-makers are identified.
5. Develop and agree your strategic proposition(s) - with reference to USP's, UPB's, competitors, positioning, product mix, margins, etc.
6. Design your communication(s) and method(s) to generate enquiries.
7. Design your response and sales processes and establish or provide required capabilities.
8. Design and provide your required monitoring, measurement and reporting systems.
9. Implement your sales development activity and reinforce it through coaching, training, meetings, executive endorsement, etc.
10. Follow-up the activity: coach as required, review, monitor, seek customer and prospect feedback (successful and unsuccessful) and report on performance.
11. Make changes and improvements and continue your activity at the appropriate stage.