Service Sales

Job Description:

Accountabilities:

The Commercial Director Services (CDS) is dedicated to one or several Service Lines (among FHS, Airframe Services, Training Services, Digital Solutions)  and allocated to a specific region. The CDS is accountable for contributing and implementing the Global Account Strategies for her/his Service Line(s), advocating the Service Line(s) portfolio, building the standard* offers (including the pricing) with his/her Service Line(s) expertise when such an offer can be set up in the Region, executing the sales process (SE.AS.01), managing and closing the service sales campaign and associated negotiations. These activities are performed in collaboration with the whole  commercial team, notably the Commercial Account Director (accountable for leading the sales of aircraft and services), the Offering & Pricing team, the Marketing team and the Services Contract team. 

Contribute to the achievement of the yearly services targets as defined and detailed in the Commercial & International objectives, in terms of sales and any other specific services commercial goals.

The CDS is a member of the GAM Commercial Core Team.

Main Activities:

A - Feedback from the market

• Give regular inputs to Product Marketing and Airlines Marketing Services about the services market linked to the Service Line in the region (including but not limited to identification of new or future needs requiring adaptations or development of new product/services)

• Complete the Services Intelligence Provider database (Salesforce) based on customer knowledge

• Contribute to the regional Service Line marketing strategy: regional marketing plans,opportunity qualification, AOP plans (market view) in line with the Global Account Strategy.

• Support Go To Market process (ATS/ ATM / ATO): Identify early adopters, promote new services for the assigned portfolio

B - Contribute to & implement Global Account Strategy and Promote services  

• Based on the regional Services strategy (regional marketing plans, leads identification, AOP plans…), contribute to the Global Account Strategy definition for the Customers in the region.

• Actively promote Service Line portfolio (not necessarily linked to an aircraft sales campaign) in coordination with the Commercial Account Director

• Customize Services Marketing materials, including the value proposition starting from the general contents produced by the marketing teams 

• Participate to trade shows, events, conferences in the region in coordination with the different commercial teams including Airline Marketing Services. 

C - Sales campaigns

• Contribute to achieve strong level of intimacy with the customers on the assigned portfolio at all levels of the company in coordination with the GAM team 

• Create/update Capture Plans when relevant

• Identify opportunities, lead, negotiate and close services sales for the assigned portfolio in coordination with the CAD.

• Coordinate with Airbus affiliates (Satair, Navblue…) when needed.

• Capture and provide customer needs (including technical requirements) to the central &34;Offering and Pricing&34; team for the preparation of non-standard** offers, which remains under the accountability of the Services Offering & Pricing team. 

• Prepare and release the standard* offers (and contracts if any), as per the guidance and policy defined by Services Offering & Pricing team and the Services Contract team,  in accordance with transaction validation process (including the launch of DOCVAL when necessary).

• Ensure delivery to the customers of ROMs and Services commercial offers (standard* and non standard**) on time and quality, in accordance with the Sales Process.

• Conduct the contract negotiations (whatever type of contract), involving the Services Contract Manager and/or the Offering&Pricing team as needed. Ensure the internal validation of the contract, including the Doc Val process. Follow-up the contract signature with the customer and internally within Airbus, including transfer to the Contract Administration team for archiving (except for FHS where the contract negotiations, internal validation and signature are conducted by the Services Contract Manager).

• Share internally any customer feedback when available including but not limited to, Services delivery or quality issue, Customer satisfaction, competition intelligence

• Collaborate closely with the Marketing teams, Sales Contract Managers and Commercial Account Directors to expand the sales opportunities beyond the assigned Service Line and identify integrated offers opportunities for both standalone services and joint Aircraft and Services campaigns. 

• Provide feedback and lessons learnt from the won or lost campaigns and participate actively in close down meetings. 

- Customer expectations & needs

- Develop & build sales strategy 

- Interact and Influence 

- Manage external customer relationship 

- Export control basics, ethics & compliance fundamentals 

- Products,Serv.&Solut° portfolio, Sell process 

-Sell products, services & solutions 

- Project management fundamentals 

- Stakeholder management 

- Basic financial understanding 

- Anti Corruption

- Drive Improvement, Quality & innovation, Customer Knowledge 

-  Manage Sales Campaign, Customer Business & Operations, Market & competition Analysis,  Marketing argumentation 

- Marketing process

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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