Key Account Manager

Job Description:

Mission

Responsible for sales of helicopters for the assigned accounts, both direct (Central and CC) or indirect (lessors, distributors, integrators, industrial partners) for Civil & Parapublic markets in India, Nepal, Bhutan, Bangladesh, Sri Lanka and Maldives (country as assigned).

Lead and/or participate in the Front Office team for assigned accounts.

Develop and execute Sales strategies and conduct all helicopter sales activities for her/his accounts, including cash collection.

Take accountability to generate new qualified leads to convert them into bookings and also ensure smooth delivery (Entry Into Service) of the aircraft.

Prepare and execute a dynamic strategy for the assigned country and market segment to ensure AH maintains 80% of market share for future business.

Apply the commercial policy.

Achieve booking targets and financial objectives (Gross Margin, Down payments, Cash collection) for the assigned accounts.

Ensure highest levels of customer satisfaction for your assigned accounts.

Responsibilities

Policy & Process

Apply 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.

Forecast

Develop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accounts

Responsible for the accuracy and currency of data in CRM tools (data quality continuously at least 98%)

Offers & Sales

Responsible 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 applicable

Apply the relevent offer process (Complex or Simple) before offer submission and all offers to be submitted with the required approvals.

Support the preparation of winning offers with accurate sales inputs – capture plan, sales strategy, strategic paper, win price, drivers to customer satisfaction .- based on market knowledge

Negotiate and conclude contracts within the delegated mandate

Escalate for approval by the relevant management (Central) deviations to the policies beyond the delegated mandate

Responsible for cash collection

Customer relation

Lead and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accounts

Be the voice of the company to the customer and external stakeholders (ONE VOICE which is ALIGNED with Internal team/ management and Airbus Values)

Provide global market intelligence and competitor activity report.

Customer Satisfaction

Responsible for the identification and measurement of all Sales drivers of Customer Satisfaction for the assigned accounts

Responsible for the continuous improvement of Customer Satisfaction with regards to Sales activities for the assigned accounts, in line with the Regional Customer Satisfaction Plan

Manage customer expectations with respect to realistic solutions available to ensure minimum to no customer frustration and dissatisfaction.

Strategy & Business Development

Lead towards the preparation and execution of 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 experiences.

Generate new leads and convert them into sales. 

Excellent PowerPoint skills with a portfolio of "Board-level" strategy decks. Ability to build complex business models from scratch.

Act as the strategic architect to the Head of the Sales, translating high level commercial objectives into compelling executive presentations.

BDSI, Business Ethics & Compliance, AML/KYC

Apply Airbus Helicopters policy

Contribute to BDSI and AML/KYC Files preparation

Team 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 implementation.

Demonstrate, encourage and develop Airbus Leadership Model behaviours and ways of working within teams

Promote and live by the Airbus Values

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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