Title of position: Sales Executive (Aviation Chemicals)
Employment location: Dubai, UAE (JAFZA Free Zone)
Reports to: Head of Sales and Business
Company Overview
Employer is a specialist aviation-materials supplier, focused on commercial aerospace fleets (narrow-body, wide-body, rotorcraft/helicopters). The company is strategically headquartered in Dubai but with offices also in the Philippines. The employer offers rapid lead-times, AOG (Aircraft on Ground) support and direct contact with OEMs, authorized distributors, MROs and direct end-users.
Role Purpose
As a Sales Executive, the candidate will create fast, accurate quotes for aviation materials and services, convert RFQs to orders, and process customer purchases/repairs end-to-end. Maintain disciplined CRM/ERP hygiene, uphold pricing/margin guardrails, and collaborate with Business Development and Supply Chain to ensure on-time, compliant fulfilment.
Role Responsibilities
1.) RFQ Intake & Quoting
• Triage incoming RFQs and clarify requirements with the requester or BDM.
• Prepare fast, accurate quotes within agreed service levels (target 24–48 hours).
• Apply pricing guardrails, payment and delivery terms before releasing a quote.
2) Sourcing & Vendor Engagement
• Source parts/chemicals via ILS, PartsBase and approved vendor lists.
• Obtain best-value options and clear lead-time bands; record alternatives.
• Escalate atypical items to Senior/Team Leader for advice.
3) Order Processing & Fulfilment Coordination
• Convert purchase/repair orders into accurate sales confirmations.
• Ensure terms, fees and delivery timelines are correct in the confirmation.
• Coordinate with Operations/Logistics to protect on-time dispatch/repair TATs.
4) Conversion & Follow-up
• Proactively follow up on open quotes using standard plays and cadence.
• Address objections (price, lead time, spec) and escalate blockers early.
• Aim toward the FY26 quote-to-order conversion goal (≥30%).
5) CRM/ERP Data Hygiene & Customer Intelligence
• Maintain current stages, costs and next-step dates on every opportunity.
• Log customer contacts, preferences, competitor intel and lost-quote reasons.
• Avoid stale opportunities (>14 days without activity).
6) Quality, Compliance & Documentation
• Follow QMS/ISO procedures and documentation standards.
• Observe DG/chemicals handling rules and include correct paperwork.
7) E-commerce Catalogue & Web Leads
• Keep assigned catalogue data accurate (descriptions, UoM, compliance flags, lead-time bands)
• Action inbound web leads promptly and route complex ones to the right owner.
8) Cross-Functional Collaboration
• Work daily with BDMs on requirements and pricing strategy.
• Coordinate with Finance (terms/credit), Logistics (OTD/TATs) and IT/CRM (minor fixes, templates).
9) Continuous Improvement & SOPs
• Use standard templates, checklists and macros to reduce errors and time.
• Participate in team meetings and lost-quote reviews; suggest process improvements.
10.) KPIs & Measurables
• Quote-to-Order Conversion Rate: progressive improvement toward ≥30% by Q4 FY26 (tracked monthly).
• RFQ-to-Quote turnaround: ≤24–48 hours median; exception rate reported weekly.
• Order-to-Confirmation turnaround: ≤24 hours median for standard orders; ≤48 hours for complex/repair orders.
• Quote accuracy & margin adherence: ≥98% quotes error-free; ≥95% within margin
guardrails/approved discounts.
• CRM/ERP hygiene: <5% opportunities stale (>14 days without activity); 95% of records with next step/date set.
• OTD/fulfilment coordination: ≥95% of orders meet promised ship/repair milestones (joint metric with Operations).
• Customer feedback: ≥90% positive post-order survey where collected.
11.) Skills & Experience
• 1–2+ years in inside sales, sales support or order processing (aviation or industrial preferred).
• Working knowledge of aviation trading platforms (ILS, PartsBase) and vendor outreach basics.
• Comfort with CRM/ERP (ideally Microsoft Dynamics 365 CRM and/or Business Central); strong Excel skills for pricing and comparisons.
• Attention to detail and numeracy; able to follow pricing/margin guardrails and customer terms.
• Clear written and verbal communication; customer-first mindset; calm under time pressure.
• Awareness of QMS practices and DG/chemicals considerations; willingness to learn export/Incoterms basics.
• Provide excellent customer service towards building long-term trust and relationships.
QUALIFICATIONS:
• Must have Aviation chemicals sales knowledge: Must be able to name categories, describe specifications, understand shelf life and OEM approvals.
• Must have actively sourced from the open market with their own vendor network — not from a fixed approved list.
• Experience and knowledge of how to process RFQs, source from the open market, and have a vendor network.
• Understands brokerage model and dynamic pricing instinctively.
• Multi-brand, multi-vendor experience — understands sourcing across suppliers
• Knows how to position different products based on customer need and price
