Sales Manager (Key Account Manager)

Job Description:

Mission

• Responsible for sales of Aircraft and Support & Services for the assigned accounts, both direct (Central and CC) or indirect (lessors, distributors, integrators, industrial partners) for Civil & Para public markets in India, Nepal, Bhutan, Bangladesh, Sri Lanka and Maldives (country as assigned)

• Lead and/or participate to the Front Office team for assigned accounts

• Develop and execute Sales strategies and conduct all aircraft sales activities for her/his accounts, including cash collection

• Take accountability to generate new qualified leads to convert them into bookings and also ensure smooth delivery (Entry Into Service) of the aircraft

• Prepare and execute a dynamic strategy for assigned country and market segment.

• Apply the commercial policy

• Achieve booking targets and financial objectives (Gross Margin, Down payments, Cash collection) for the assigned accounts

Key Skills Required

• Proven 15+ years of experience with at least 10 years of experience in Sales

• Must have proven experience in Sales in India and / or South Asia region

• Must have proven experience in developing and implementing successful sales strategies in India and South Asia region

• Prior experience in Aviation industry preferred

• Strong negotiation skills, stakeholder management and customer centric mindset

• Prior experience in managing high value contracts

• Proficiency in managing sales cycles from lead generation to contract closure and aircraft delivery

Responsibilities

Policy & Process

• Apply commercial, pricing and distribution policies & processes (ex: sales funnel, demand management)

• Apply procurement and G&H process in anticipation for efficient and timely execution without deviations.

Forecast

• Develop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accounts

• Responsible for the accuracy and currency of data in CRM tools

Offers & Sales

• Responsible for Sales campaigns for assigned accounts as per her/his mandate, both direct (Central and CC) or indirect (lessors, distributors, integrators, industrial partners), including achievement of financial objectives (Gross margins, Down payments and Cash collection)

• Lead the Integrated Campaign Team, where applicable

• Support the preparation of winning offers with accurate sales inputs – capture plan, sales strategy, strategic paper, win price, drivers to customer satisfaction ..- based on market knowledge

• Negotiate and conclude contracts within the delegated mandate

• Escalate for approval by the relevant management (Central) deviations to the policies beyond the delegated mandate

• Responsible for cash collection

Customer relation

• Lead and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accounts

• Be the voice of the company to the customer and external stakeholders (ONE VOICE which is ALIGNED to Internal team/ management and Airbus Values)

• Provide global market intelligence and competitor activity report.

Customer Satisfaction

• Responsible for the identification and measurement of all Sales drivers of Customer Satisfaction for the assigned accounts

• Responsible for the continuous improvement of Customer Satisfaction with regards to Sales activities for the assigned accounts, in line with the Regional Customer Satisfaction Plan

Business Development

• Lead / participate along with BD team to prepare and execute strategy to unlock the assigned developing / underdeveloped market segment with clear milestones and timelines.

• Support implementation of AH or Regional Business Development initiatives. Provide return of experiences

BDSI, Business Ethics & Compliance, AML/KYC

• Apply Airbus Helicopters policy

• Contribute to BDSI and AML/KYC Files preparation

Offsets & Industrial participations

• Identify local Offsets or Industrial Participation demands or needs

• Propose orientations / guidelines for Industrial participation and specific Offset solutions

Asset Management

• Submit trade-in forecast for the assigned accounts, responsible for forecast accuracy

• Contribution to re-sale plan

Team (Goals)

• Share competitive and market intelligence with the team to create synergies (displaying high team sprit and WE ARE ONE values).

• Contribute towards combined goals wherever applicable to win a campaign / strategy implementation

• Demonstrate, encourage and develop Airbus Leadership Model behaviours and ways of working within teams

• Promote and live by the Airbus Values

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.