Account Director

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

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 Africa and Middle East FZE

Contract Type

Permanent Contract / CDI / Unbefristet / Contrato indefinido

Experience Level

Professional / Expérimenté(e) / Professionell / Profesional

Job Family

Sales, Marketing & Commercial Contracts

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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.