AH Key Account Manager - Civil

Job Description:

Job Objectives

• Responsible for the sales of Aircraft (AH - Airbus Helicopters) for the assigned accounts
• Achieve booking targets and  financial objectives (Gross Margin upon order, Down payments, Cash collection) for the assigned accounts
• 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
• Apply the commercial policy in the AH Division

Responsibility

• Policy and Process; Apply commercial, pricing and distribution policies & processes (ex: sales funnel, demand management) within AH Division
• Forecast; Develop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accounts
• Forecast; Responsible for the accuracy and currency of data in CRM tools (Eg; Sales Force tools)
• Offer & Sales; Responsible for Sales campaigns for assigned accounts as per her/his mandate
• Offer & Sales; 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
• Offer & Sales; Negotiate and conclude contracts within his/her mandate
• Offer & Sales; Escalate for approval by the relevant management (Regional Sales) deviations to the policies beyond the mandate
• Customer Relation; Responsible for cash collection
• Customer Relation; Lead  and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accounts 
• Customer Satisfaction; Responsible for the identification and measurement  of all Sales drivers of Customer Satisfaction (CTS, Critical To Satisfaction) 
• Customer Satisfaction; Responsible for the continuous improvement of Customer Satisfaction  with regards to Sales activities, in line with the Regional Customer Satisfaction Plan
• Business Development; Support implementation of AH or Regional Business Development initiatives. 
• Business Development; Provide return of experiences
• BDSI, Business Ethics & Compliance; Apply Airbus Helicopters policy
• BDSI, Business Ethics & Compliance; Contribute to BDSI Files preparation
• BDSI, Business Ethics & Compliance; Collect “Know Your Customer / AML” information on time for proper assessment
• Offsets & Industrial Participations; Identify local Offsets or Industrial Participation demands or needs
• Offsets & Industrial Participations; Propose orientations / guidelines for Industrial participation and specific Offset solutions
• Asset Management; Submit trade-in forecast for the assigned accounts, responsible for forecast accuracy
• Asset Management; Contribution to re-sale plan
• Strategy; Key Contributor to Country’s strategy definition, including identification and recommendation of Partnerships, Distributors or Commercial agents if and when required.
• Strategy; Apply country’s strategy for Sales
• Strategy; Manage the distribution network if and when applicable
• Strategy; Responsible for the Sales Strategy  related to his/her campaign
• Team Management; Demonstrate, encourage and develop Airbus Leadership Model behaviors and ways of working within teams
• Team Management; Promote and live by the Airbus Values
• Team Management; Lead and motivate the local Aircraft Sales Force
• Team Management; Plan, review and manage local staffing, resources deployment and utilization
• Team Management; Conduct goals setting, performance evaluation, compensation and incentives reviews

Personal & Interpersonal Skills

• Customer oriented, business driven, entrepreneurial mindset
• Willing and able to think outside the box and work outside of established barriers.
• Excellent writing, communication and presentation skills
• Results oriented, confident and excellent interpersonal skill
• Dynamic, self-motivated and outgoing personality, willing to travel extensively
• Proactive, creative, meticulous and resourceful
• Ability to thrive in a dynamic business environment
• Enthusiastic team player and able to work independently with minimum supervision
• Leader, able to drive Integrated Campaign Teams (multi-functions, multi-sites, without hierarchical links)
• Manager, able to groom his/her team

Professional Skills

Education

• Master Degree or equivalent in Business and/or Engineering
• Languages: English, French or German optional, local language is a plus

Experience

• At least 5/ 7 years of International Business experience in Aeronautics
• Good track record of successful sales campaign
• Knowledge of Helicopter Operators’ Business model on helicopter industry in Indonesia

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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