Job Objectives
Develop a well-structured, broad and confident commercial relationship, monitoring and improving the overall relationship with the customer account as required, and ensuring the protection of the Airbus relationship at all management levels within the customer’s organization.
Primary responsibilities
Develop a thorough knowledge of her/his assigned customers:
- Develop a confident commercial relationship, monitoring and improving the overall relationship with the customer account as required, and ensuring the protection of the Airbus relationship at all management levels within the customer’s organization
- Identify potential Airbus commercial aircraft buyers and operators
- Establish regular contacts and develop relationships at all levels of the customers.
- Identify the key factors in the customer’s decision making process and develop marketing and commercial concepts, tactics and incentives adapted to each customer to acquire additional business
- Define and build a detailed, stakeholder management plan for each customer to which you are assigned
Conducting campaigns to a successful end:
- Determine the customer needs in individual sales campaigns. Recommend, coordinate and manage activities of such campaign.
- Plan commercial activities in line with priorities, objectives and timescales established by Airbus Commercial Management.
- Ensure and monitor internal Airbus alignment and coordination to ensure that the customer receives the best proposal in line with its expectations
Lead and manage the commercial team during the campaigns:
- Obtain support from all relevant experts within Airbus and manage the ad hoc campaign team, controlling all Airbus-customer interfaces during the campaign.
- Ensure proper and efficient involvement of Airbus Top Management if and when their contribution to a campaign is necessary.
- Work in close co-operation with all Airbus departments.
- Deliver as a team the best outcome for the customer
- Manage key individuals and adapt resources needed to make sure customer’s expectations are met
Maintain the customer relationships after contract’s signature and aircraft delivery:
- Watch customers’ economic and financial shape with the view to give to Airbus Commercial Management advance warning in case of problems or defaults, which could put aircraft delivery in jeopardy.
- Assist in devising appropriate solutions to problems, if any, and in their settlement with customers.
- Participate in, and assist with the organisation and coordination of industry events such as Demonstration tours and Airshows, as well as specific customer conferences and gatherings where hospitality or presentations may be required
- Prepare regular reports and briefings as required for Airbus senior management and the organization in general. Such reports should be a concise and accurate representation of the commercial situation at the customer account.
Secondary Responsibilities
- Any other duties as per assigned
General
- Comply with Airbus Singapore’s management policies
- Adhere to Airbus Singapore’s management handbook
- Lives and embrace Airbus Code of Conduct
Personal & Interpersonal Skills
- Team-player, ready to assume a subordinate role if tactically necessary, but also able to lead a team and to coordinate cross-functionally.
- Broad culture, facilitating adaptation as above.
- Good listener, able to understand his interlocutors’ perception.
- Pro-active and creative.
Professional skills
- Team-player, ready to assume a subordinate role if tactically necessary, but also able to
- Lead a team and to coordinate cross-functionally.
- Broad culture, facilitating adaptation as above.
- Excellent relational skills to adapt to various social milieus and circumstances
- Good listener, able to understand his interlocutors’ perception.
- Pro-active and creative.
- Available and prepared for long absences away from the base
