Satair - Solution Sales Manager

Job Description:

Job Objectives

• Identify potential customer and size the scope of business opportunity, which is in typical value of single to three digit Million USD.
• Develop relationship with customer to ensure strong background from which to develop a workable and beneficial solution for the Customer.
• Decide together with the project organisation and with the steering committee on bid / no-bid.
• Develop with other IMS departments a total integrated material solution that is customised and achievable for each deal.
• Convert campaign to sale in order to meet Solutions AOP targets.
• Ensure full and successful implementation of agreed deliverables at cost and on time.
• Once implemented, permanent follow up with operations team and at regular intervals with customer to monitor customer satisfaction, identify further opportunities for extension and manage contract adaptations where required
• Continuously improve sales approach and process
• Portfolio extensions / adaptations and manage multi-functional implementation

Job Responsibilities

• ​ Identify Customer potential to run a solution campaign through wide internal and external network.
• Lead bid no-bid decision process.
• Proactive customer relationship development and identification of customer specific key pivot points, service requirements and levers for later deal negotiation.
• Lead the customer definition project and workshops at customer base with involvement of solution building functions. 
• Identify further deal breaking arguments and prepare negotiations. 
• Identify and brief, manage and get approval from all internal and external stakeholders including top management.
• Define and manage the timeline during the offer phase, write and present the offer to the customer and relevant stakeholders. 
• Lead the commercial and contractual negotiations (customer and internal) with clear target definitions to achieve a win-win solution. 
• Drive the internal deal approval process.
• Lead the contract customisation and the contract negotiations with the customer.
• Manage multiple campaigns in parallel in different sales phases.
• Hand over contract, deliverables and customer interface
• Follow up implementation for won deal and ensure customer satisfaction is 
• Manage Customer till full handover at about 100 days after EIS and secured customer satisfaction
• Monitor customer satisfaction, revenue and cost to ensure learning for assumptions and highlight deviations
• Continuously maintain customer relationship and monitor strategic developments
• Identify additional sales potential and scope extension.
• Manage Contract adaptations where required and support contract interpretation of either party
• Continuously improve sales approach by applying and sharing lessons learnt and best practices
• Support improvement of overall solution sales process
• In team work drive portfolio development, identify gaps and new market needs, explore competition offering and customer requirement evolution to trigger or manage portfolio extensions / adaptations and manage multi-functional implementation.
• Support organisation and all stakeholders from customer and deal perspective.
• Perform win/loss analysis and foster organisational and personal learning and development.
• Manage overall solutions pipeline on regional level
• Proactively support product, process, market understanding and team knowledge improvements.

Job Requirements

• Minimum 5-10 years working experience
• Working knowledge of English, both orally and in writing
• Experience in inventory management/supply chain operations
• Effective organisational and planning skills
• Very strong negotiation skills 
• High degree of aviation business understanding specifically in the area of spares support, supply chain management and A/C maintenance
• Background on legal aspects in the area of services contracts
• Strong stakeholder and relationship management up to internal and external top management
• Ability to address critical points
• Ability to receive and address feedback 
• Clear target setting & follow-up
• Strong ability to prioritize issues and raise relevant issues
• Ability to define requirements for new staff and recruit people

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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