Job Description:Job ObjectivesResponsible for the sales of Aircraft (AH - Airbus Helicopters) for the assigned accountsAchieve booking targets and  financial objectives (Gross Margin upon order, Down payments, Cash collection) for the assigned accountsLead and/or participate to the Front Office team
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AH Key Account Manager - Civil

Airbus • 
Jakarta, International, International
Position Type: Permanent
Job Description:

Job Description:

Job Objectives

  • Responsible for the sales of Aircraft (AH - Airbus Helicopters) for the assigned accounts
  • Achieve booking targets and  financial objectives (Gross Margin upon order, Down payments, Cash collection) for the assigned accounts
  • Lead and/or participate to the Front Office team for assigned accounts
  • Develop and execute Sales strategies and conduct all aircraft sales activities for her/his accounts
  • Apply the commercial policy in the AH Division

Responsibility

  • Policy and Process; Apply commercial, pricing and distribution policies & processes (ex: sales funnel, demand management) within AH Division
  • Forecast; Develop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accounts
  • Forecast; Responsible for the accuracy and currency of data in CRM tools (Eg; Sales Force tools)
  • Offer & Sales; Responsible for Sales campaigns for assigned accounts as per her/his mandate
  • Offer & Sales; 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
  • Offer & Sales; Negotiate and conclude contracts within his/her mandate
  • Offer & Sales; Escalate for approval by the relevant management (Regional Sales) deviations to the policies beyond the mandate
  • Customer Relation; Responsible for cash collection
  • Customer Relation; Lead  and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accounts 
  • Customer Satisfaction; Responsible for the identification and measurement  of all Sales drivers of Customer Satisfaction (CTS, Critical To Satisfaction) 
  • Customer Satisfaction; Responsible for the continuous improvement of Customer Satisfaction  with regards to Sales activities, in line with the Regional Customer Satisfaction Plan
  • Business Development; Support implementation of AH or Regional Business Development initiatives. 
  • Business Development; Provide return of experiences
  • BDSI, Business Ethics & Compliance; Apply Airbus Helicopters policy
  • BDSI, Business Ethics & Compliance; Contribute to BDSI Files preparation
  • BDSI, Business Ethics & Compliance; Collect “Know Your Customer / AML” information on time for proper assessment
  • Offsets & Industrial Participations; Identify local Offsets or Industrial Participation demands or needs
  • Offsets & Industrial Participations; Propose orientations / guidelines for Industrial participation and specific Offset solutions
  • Asset Management; Submit trade-in forecast for the assigned accounts, responsible for forecast accuracy
  • Asset Management; Contribution to re-sale plan
  • Strategy; Key Contributor to Country’s strategy definition, including identification and recommendation of Partnerships, Distributors or Commercial agents if and when required.
  • Strategy; Apply country’s strategy for Sales
  • Strategy; Manage the distribution network if and when applicable
  • Strategy; Responsible for the Sales Strategy  related to his/her campaign
  • Team Management; Demonstrate, encourage and develop Airbus Leadership Model behaviors and ways of working within teams
  • Team Management; Promote and live by the Airbus Values
  • Team Management; Lead and motivate the local Aircraft Sales Force
  • Team Management; Plan, review and manage local staffing, resources deployment and utilization
  • Team Management; Conduct goals setting, performance evaluation, compensation and incentives reviews

Personal & Interpersonal Skills

  • Customer oriented, business driven, entrepreneurial mindset
  • Willing and able to think outside the box and work outside of established barriers.
  • Excellent writing, communication and presentation skills
  • Results oriented, confident and excellent interpersonal skill
  • Dynamic, self-motivated and outgoing personality, willing to travel extensively
  • Proactive, creative, meticulous and resourceful
  • Ability to thrive in a dynamic business environment
  • Enthusiastic team player and able to work independently with minimum supervision
  • Leader, able to drive Integrated Campaign Teams (multi-functions, multi-sites, without hierarchical links)
  • Manager, able to groom his/her team

Professional Skills

Education

  • Master Degree or equivalent in Business and/or Engineering
  • Languages: English, French or German optional, local language is a plus

Experience

  • At least 5/ 7 years of International Business experience in Aeronautics
  • Good track record of successful sales campaign
  • Knowledge of Helicopter Operators’ Business model on helicopter industry in Indonesia

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.

Company:

PT. Airbus Indonesia Nusantara

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus.
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 emsom&64;airbus.com.

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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