Sales Manager (Key Account Manager)

Airbus

  • New Delhi
  • Permanent
  • Full-time
  • 1 month ago
Job Description:MissionResponsible for sales of Aircraft and Support & Services for the assigned accounts, both direct (Central and CC) or indirect (lessors, distributors, integrators, industrial partners) for Civil & Para public markets in India, Nepal, Bhutan, Bangladesh, Sri Lanka and Maldives (country as assigned)Lead and/or participate to the Front Office team for assigned accountsDevelop and execute Sales strategies and conduct all aircraft sales activities for her/his accounts, including cash collectionTake accountability to generate new qualified leads to convert them into bookings and also ensure smooth delivery (Entry Into Service) of the aircraftPrepare and execute a dynamic strategy for assigned country and market segment.Apply the commercial policyAchieve booking targets and financial objectives (Gross Margin, Down payments, Cash collection) for the assigned accountsKey Skills RequiredProven 15+ years of experience with at least 10 years of experience in SalesMust have proven experience in Sales in India and / or South Asia regionMust have proven experience in developing and implementing successful sales strategies in India and South Asia regionPrior experience in Aviation industry preferredStrong negotiation skills, stakeholder management and customer centric mindsetPrior experience in managing high value contractsProficiency in managing sales cycles from lead generation to contract closure and aircraft deliveryResponsibilitiesPolicy & ProcessApply commercial, pricing and distribution policies & processes (ex: sales funnel, demand management)Apply procurement and G&H process in anticipation for efficient and timely execution without deviations.ForecastDevelop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accountsResponsible for the accuracy and currency of data in CRM toolsOffers & SalesResponsible for Sales campaigns for assigned accounts as per her/his mandate, both direct (Central and CC) or indirect (lessors, distributors, integrators, industrial partners), including achievement of financial objectives (Gross margins, Down payments and Cash collection)Lead the Integrated Campaign Team, where applicableSupport the preparation of winning offers with accurate sales inputs – capture plan, sales strategy, strategic paper, win price, drivers to customer satisfaction ..- based on market knowledgeNegotiate and conclude contracts within the delegated mandateEscalate for approval by the relevant management (Central) deviations to the policies beyond the delegated mandateResponsible for cash collectionCustomer relationLead and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accountsBe the voice of the company to the customer and external stakeholders (ONE VOICE which is ALIGNED to Internal team/ management and Airbus Values)Provide global market intelligence and competitor activity report.Customer SatisfactionResponsible for the identification and measurement of all Sales drivers of Customer Satisfaction for the assigned accountsResponsible for the continuous improvement of Customer Satisfaction with regards to Sales activities for the assigned accounts, in line with the Regional Customer Satisfaction PlanBusiness DevelopmentLead / participate along with BD team to prepare and execute strategy to unlock the assigned developing / underdeveloped market segment with clear milestones and timelines.Support implementation of AH or Regional Business Development initiatives. Provide return of experiencesBDSI, Business Ethics & Compliance, AML/KYCApply Airbus Helicopters policyContribute to BDSI and AML/KYC Files preparationOffsets & Industrial participationsIdentify local Offsets or Industrial Participation demands or needsPropose orientations / guidelines for Industrial participation and specific Offset solutionsAsset ManagementSubmit trade-in forecast for the assigned accounts, responsible for forecast accuracyContribution to re-sale planTeam (Goals)Share competitive and market intelligence with the team to create synergies (displaying high team sprit and WE ARE ONE values).Contribute towards combined goals wherever applicable to win a campaign / strategy implementationDemonstrate, encourage and develop Airbus Leadership Model behaviours and ways of working within teamsPromote and live by the Airbus ValuesThis 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 India Private LimitedEmployment Type: PermanentExperience Level: ProfessionalJob 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 .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.

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