Mercury GSE is the leading provider of rental, leasing and full-service management of ground support equipment (GSE) serving the broader aviation industry. At Mercury GSE, we help our customers save time and money by providing the newest and best GSE equipment, flexible rental/leasing/buying options, and 24/7 customer support. Our vision is to be the most trusted GSE provider, redefining customer expectations of what full-service GSE rentals and leasing should be.

With our best-in-class GSE fleet, we support the largest domestic and international passenger airlines, cargo airlines, maintenance repair and overhaul (MRO) companies, ground handling companies as well as the US Government and Department of Defense.

Our culture thrives on a cohesive and collaborative team mindset, with our values deeply rooted in communication, creating a customer-focused experience, commitment to quality and positivity. We are a unified team that is continuously discovering the best ways to serve our customers.

JOB SUMMARY

At Mercury GSE, our customers come first and therefore, the Director of Business Development will help the sales team in growing our rental and leasing business of Mercury GSE through prospecting, quoting, negotiating terms, customer service and sales support. This position will report directly to the Vice President of Sales & Marketing and is pivotal in generating rental and leasing revenue by soliciting and securing opportunities from both new and existing customers. This is accomplished through highly communicative interactions (both virtual and in-person), including giving presentations showcasing Mercury GSE’s comprehensive range of equipment and services.

ESSENTIAL DUTIES AND RESPONSIBILITIES

New Business Development (80% Hunting)

Prospecting and Lead Generation:

• Identify and pursue new business opportunities through various channels such as cold calls, phone outreach, equipment application consultations, and value-added services.
• Leverage joint calls and cross-selling techniques to expand market reach and acquire new customers.

Consultative Sales Approach:

• Engage with potential customers to understand their needs and educate them on the benefits of renting or leasing ground support equipment.
• Develop and present customized rental and leasing proposals, focusing primarily on C-Suite decision-makers.

Relationship Building:

• Establish and maintain strong relationships with key equipment users, influencers, and decision-makers, including C-level executives.
• Conduct face-to-face meetings and consultative visits to deepen relationships and close new business deals.

Customer Account Growth (20% Farming)

Customer Retention and Growth:

• Develop and implement strategies to retain existing customers by proactively addressing their needs and identifying opportunities for upselling and cross-selling additional services or equipment.
• Lead discussions focused on customer retention, contract renewals, and expanding service offerings to existing clients.

Holistic Customer Understanding:

• Gain a comprehensive understanding of each customer’s rental, leasing, and purchasing strategies, as well as their short-term and long-term goals.
• Leverage customer insights to tailor solutions that best meet their ground support equipment requirements.

Strategic Relationship Management

Trust and Credibility:

• Build trusting and credible relationships with customers by quickly gathering, analyzing, and leveraging information to make strategic decisions and recommendations.
• Act as a trusted advisor to customers, ensuring their needs are met with the right solutions· Customer Relationship Management (CRM):
• Maintain an accurate and up-to-date list of new prospects and current customers in the CRM tool.
• Ensure all customer interactions, proposals, rentals and updates are thoroughly documented in CRM

Travel Requirements - Willingness to travel up to 25% of the time to meet with clients, conduct consultations, and close business opportunities.

Additional Responsibilities

Reporting and Analytics:

• Provide regular sales reports and forecasts to the Vice President of Sales, highlighting key wins, pipeline status, and potential risks.
• Continuous Improvement:
• Stay informed about industry trends, competitor activities, and emerging customer needs to adapt strategies accordingly.
• Contribute to the development and refinement of sales processes, tools, and strategies to drive continuous improvement.

JOB REQUIREMENTS, SKILLS AND ABILITIES

Education and/or Experience

• Bachelor's degree in business administration, marketing, communications, finance, or a business-related field
• 10+ years proven experience in relationship selling environments, transactional leasing, or related field
• Heavy equipment and/or Aviation industry experience a plus
• Middle market sales/leasing/banking/finance experience with transactional deal sizes of 1 million to 20 million
• In-depth knowledge of equipment leasing and ability to articulate and present to C-Suite executives the advantages of rental / leasing contracts preferred
• Track record of successfully selling  with executives and decision makers from Fortune 500 companies
• Strong selling, customer-service, relationship-building, strategic thinking, analytical and problem-solving skills
• Excellent writing and presentation skills
• Proficient in CRM and Financial Leasing software (e.g. Salesforce, Dynamics) and MS Office Suite
• Proficient in creating and executing PowerPoint presentations, pitches and presentations to C-suite executives and various stakeholders
• Results driven with a focus on continuous improvement