Commercial Director Services

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.

Responsibilities

Secure customer leads, manage relationships and develop business opportunities to help achieve regional Airbus Operating Plan Order Intake targets; Establish a strong Services by Airbus image within customers, ensuring expansion and growth of Services business in the region; 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 identification & quantification of opportunities; 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; Keep close collaboration and sharing with Regional Commercial Account Directors and Customer Support Directors; Ensure regular and quality inputs in the CRM tool; Escalate weekly topics of interest; Share lessons learnt from won or lost business development / marketing campaigns; Develop good knowledge of assigned region and customers and share that knowledge internally; Mentor and coach commercial services team members; Take over management of complex projects requiring deep technical knowledge and managerial skills; Enhance current sales practices and processes

Requirements

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; Awareness of potential compliance risks and commitment to act with integrity

Benefits

Flexible working arrangements