Commercial Director Services

Job Description:

The jobholder is accountable for securing customer leads, managing relationships and develop business opportunities in order to help achieve regional Airbus Operating Plan Order Intake targets defined by the HO Services Sales based in Asia Pacific. The jobholder is in charge of establishing a strong “Services by Airbus” image within customers, ensuring the expansion and growth of our Services business in the region.

The jobholder will lead and manage additional strategic projects in collaboration with different stakeholders, coordinating the team when required.

• Provide technical/commercial guidance for the strategy, capture plan and offer elaboration.
• Contribute to region’s strategy through the annual Airbus Operating Plan process in the identification & quantification of opportunities (OI).
• Update deals prioritization based on market status, team feedback and marketing inputs.
• Identify opportunities/targets through liaison with Customer Affairs, Marketing and other Airbus organizations.
• Provide technical expertise and commercial offers to launched RFPs or unsolicited Sales campaigns.
• Assist Airbus Headquarter in achieving regional Order Intake targets with agreed Airbus Operating Plan financial conditions.
• Coordinate with Airbus Customer Services, Airbus Customer Affairs, Satair, Skywise and other affiliates commercial activities in Airbus’ best interest.
• Establish a strong Services by Airbus image through customer relationship management (CRM).
• Keep close collaboration and sharing with the Regional Commercial Account Directors and Customer Support Directors (customer issues, opportunities, negotiations…).
• Ensure regular and quality inputs in the CRM tool (sales force). Escalate weekly topics of interest. Make sure lessons learnt are shared from won or lost business development / marketing campaigns.
• Develop a good knowledge of your assigned region and customers (culture, dynamics, organization, etc.) and share that knowledge internally (through CRM and the Global Account Management Team).
• Mentoring and coaching the commercial services team members, sharing knowledge and ensuring  technical expertise is up to the required level Take over the management of complex projects requiring deep technical knowledge and managerial skills.
• Enhance current sales practices and processes.

The job holder should comes with:

• Strong Sales background: Successful track record in Sales Management.
• Strong Airline operations (maintenance, flight ops, MRO) and Aerospace Industry experience.
• Strong Knowledge/Experience on the Services by Airbus portfolio (Material, Upgrades, Maintenance, Connectivity, Training etc.)
• Strong interpersonal and communication skills.
• Leadership skills able to co-ordinate diverse stakeholders.
• Highly self-motivated with effective negotiation skills.
• Able to manage multi-task and work under pressure.
• Able to get the big picture and defend Airbus’ interests.

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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