Senior Key Account Leader - Airbus Helicopters (Responsible for Strategy and Sales for Airbus Helicopters in India and South Asia Region)

Job description

Job Description

Mission Responsible for overall strategy and 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 the 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
• Lead the "Integrated Campaign Team," ensuring seamless alignment between Legal, Finance, Engineering and other internal and external stakeholders.

Capability to resolve complex topics and be fully autonomous.

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 Capability to lead commercial recovery strategies during regional economic downturns or geopolitical instability

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.

Be the voice and the face of the company with external stakeholders. 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 spirit and WE ARE ONE values).
• Contribute towards combined goals wherever applicable to win a campaign / strategy implementation
• Demonstrate, encourage and develop

Airbus Leadership

• Model behaviors 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.

Company

Airbus India Private Limited Employment Type: Permanent ------- Experience Level: Professional Job Family: Leadership By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus. Airbus is committed to achieving workforce diversity and creating an inclusive working environment.

We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief. Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to [email protected] . 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.