Airbus Group Inc.
Job objectives
● Develop objectives and account plans to ensure profitable growth for assigned customers
● Identify business potential and describe long term plans for its achievement
● Achieve assigned Order Intake, Revenue targets and grow business across
product lines
● Ensure high level of customer satisfaction
● Ensure a sustained long-term relationship with key customers
● Ensure fulfillment of material support obligations for Airbus
Primary responsibilities
● Be the responsible sales and support Account Director for the assigned customer and ensure development of objectives and account plans
● Ensure identification of business potential for new services and products
● Manage sales opportunities from inception to final award or closure
● Manage customer visits and bid related customer interactions
● Update and maintain customer contact data
● Support function to collect customer complaint or feedback and address it to
the appropriate function for resolution and follow up on the progress
● Ensure support obligations fulfillment in accordance with aircraft purchase
agreements, such as Material Readiness Roadmap and A/C EIS support,
customer familiarization on material management subjects, supplier support
operations, Sales and Support Manager allocation, spares availability
● Follow up and reporting on issue resolution or appropriate escalation when
necessary
● Accountable to achieve order intake and revenue targets for assigned
customer segment
Secondary responsibilities
● Assist in follow up on overdue payments and in general support accounts receivables management for assigned customers
● Support sales director in definition, implementation and execution of a sales
support strategy
● Participate in Global Account Management (GAM) activities for customers
supported by the GAM approach
● Participate and/or lead ad-hoc short or long term development/improvement
projects/initiatives
General
● Comply with Satair’s mission, values and Quality Management procedures
● Perform and comply to all Airbus & Satair Ethics & Compliance guidelines
● Understanding, sharing and living of Satair’s values and rules
● Respect Satair’s processes and procedures agreed per function
● Keep the direct report informed of the status of agreed tasks and of any
critical problem areas
● Participate in optimizing Satair’s business procedures by applying existing
Satair’s IT systems
● Comment/advise on unsatisfactory situations within the organization, and
propose potential solutions for improvements
● Identify and offer suggestions to improve efficiency
● Be well informed about and familiar with the latest developments in Satair’s
business
● Have an inter-cultural understanding and ability to work successfully in one
● Participate in and actively support occupational safety, health and
sustainability efforts
● Contribute towards a positive and inspiring working environment
Personal & interpersonal skills
● Customer minded
● Strong team player
● Comfortable operating in a “speak-up” mindset
● Excellent communication and presentation skills
● Open to give and receive feedback
● Diplomatic in addressing issues to the right stakeholder
● Strong in representing the customer view inside the organization
● Good analytical skills; ability to see the bigger picture and derive mid to long term recommendations on way forward
● Ability to balance and align varying interests of stakeholders
● Understanding of Airbus network
● Ability to defend Satair’s business and limit financial risk
● Diplomatic sense and open/‘out-of-silo’ mind-set, ability to build successful relations across functions and with all stakeholders
● Ability to successfully work in an international, multi-location context
Professional skills
● Demonstrated success with a minimum 5+ years’ experience in a sales position or similar
● Fluent in English, both orally and in writing
● Knowledge of Arabic, French, German is a plus
● Negotiation skills
● Strong business acumen
● Strong knowledge and proven track record working within an Account
Management structure – both as leader and participant
● High degree of aviation business understanding specifically in the area of
spares support, supply chain management, maintenance, understanding of
support obligations from aircraft purchase agreements
● Knowledge and experience working with the Middle East/Africa aviation
market
● Background on legal aspects in the area of A/C purchase agreements and/or
services contracts
● Ability to develop business cases and possess the ability to derive financial
implications from contract specifications
● Ability to travel extensively
KPIs
● Closing customer complaints in a timely manner
● Ensure continuous improvement of customer satisfaction (CSIP)
● Achieve established sales-oriented objectives
● Proposal to win conversion rates
● Number of proposals signed off
● Average time between first contact with the customer and signing of
agreement
● Order Intake and sales revenue for assigned accounts and regional goals
● Average sales per customer per year
● Profit per customer
● Number of visits/contacts with customer
● Cost of sales (cost per interaction)
● Number of new customers
● Customer visit frequency
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