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