Territory Sales Representative (TSR)

ICON Aircraft
May 19, 2017
May 20, 2017
Job Type
Full Time

Title:Territory Sales Representative (TSR)

Mission of Role: Acts as the sole sales representative for assigned territory, industry, accounts, and/or products. Represent the company to the customer and the customer to the company in all sales-oriented activities. Focus on acquiring new customers and retaining and growing an existing installed base of customers.

Location:Tampa, FL

Reports to:Director, Commercial Operations

Direct Reports:None, though may have event-specific management of sales personnel


ICON Aircraft is a consumer sport plane manufacturer founded in response to the sport flying category created by the Federal Aviation Administration (FAA). Given these enabling regulations, ICONs mission is to reinvent personal flying by providing consumer-friendly, safe, technologically advanced aircraft that allow the freedom, fun, and adventure of flying to be accessible to those who have dreamed of it. ICONs long-term vision is the democratization of personal flight. This is the beginning of that process. ICONs first aircraft is the A5, an amphibious sport plane that fuses outstanding aeronautical engineering with world-class product design. It has won some of the worlds most prestigious design awards and has inspired a global following. The company has received more than 1500 deposits, representing $400M in aircraft orders, and delivered the first production aircraft in July 2015. ICON Aircrafts facilities are in Northern California, 50 miles northeast of San Francisco. For more information, visit .

Primary Areas of Responsibilities:


  • Meet/exceed assigned quota
  • Manage territory pipeline
  • Manage all territory customer/prospect communication
  • Maintain customer loyalty through customer contact / issue resolution
  • Maintain customer profile in ICON CRM system ()
  • Drive conversion of deposit holders to contract holders
  • Assist in aircraft delivery process in coordination with Customer Service&Support and Support and Sales Operations
  • Host customer visits
  • Schedule/execute customer demo flights
  • Drive territory demand generation program
  • Participate in regional ICON marketing events

Team Leadership/Development:

  • Work with other team members in support of company Go to Market
  • Assist in sales team in recruiting and onboarding program
  • Continuous improvement of field sales standards and qualifications
  • Continuous improvement of lead qualification and scoring process
  • Monitor industry/financial market news for relevance to territory business forecast/growth, cross-coordination with marketing for execution of related campaigns

Customer Service and Support:

  • Identify/measure trends in customer satisfaction or dissatisfaction
  • Support development of territory dealer/service center network

Success Indicators:

  • Consistent quarterly/annual quota attainment
  • Customer Satisfaction Index (TBD)
  • Team 360 Evaluations

Required Experience:

  • Bachelors Degree
  • FAA ASEL Commercial Certificate (or above)
  • 250 hours total flight time
  • 5+ years of commissioned sales experience in consumer product with month sales cycle
  • Proficient in Microsoft Office suite (Outlook, Excel, Word, PowerPoint)
  • Proficient in or related sales CRM

Ideal Experience:

  • FAA SES Rating, will berequiredwithin 3 months of hire
  • FAA ASEL Certified Flight Instructor (CFI)
  • 6+ years of commissioned sales experience in $200k+ consumer product w/ 18 to 24 month sales cycle
  • Successfully managed/maintained customer relationship during product manufacture (from contract to delivery)

Other Traits:

  • Exceptional interpersonal skills, including the ability to build/cultivate client relationships
  • Strong communication and public presentation skills
  • Self-starter who requires minimal supervision
  • Intuitive, observant, empathetic
  • Highly intelligent&structured thinker
  • Exceptionally well-organized and detailed focused
  • Pragmatic decision making
  • Powersports enthusiast, adventurous personality
  • Assertive, dynamic, creative, and intelligent with high energy and vision
  • Team oriented with a priority on organizational goals
  • Ability to grasp issues in a dynamic environment and organize activities to quickly achieve desired outcomes

Associated topics: business, dealer, disney, inside sales representative, insurance, insurance agent, life insurance, marketing, sales representative, telephone