Commercial Director Services (CDS)

Job Description:

CONTEXT OF THE POSITION

The Commercial Director Services (CDS) is dedicated to one or several Service Lines (among FHS, Upgrade and Lifecycle Services, Training Services, Digital Solutions, Connectivity Solutions) and allocated to a specific region. The CDS is accountable for contributing and implementing the Global Account Strategies for her/his Service Line(s), advocating the Service Line(s) portfolio, building the standard* offers (including the pricing) with his/her Service Line(s) expertise when such an offer can be set up in the Region, executing the sales process (SE.AS.01), managing and closing the service sales campaign and associated negotiations. These activities are performed in collaboration with the whole commercial team, notably the Commercial Account Director (accountable for leading the sales of aircraft and services), the Offering & Pricing team, the Marketing team and the Services Contract team.

ACCOUNTABILITY

A - Feedback from the market

• Give regular inputs to Product Marketing and Airlines Marketing Services about the services market linked to the Service Line in the region (including but not limited to identification of new or future needs requiring adaptations or development of new product/services)

• Complete the Services Intelligence Provider database (Salesforce) based on customer knowledge

• Contribute to the regional Service Line marketing strategy: regional marketing plans, opportunity qualification, AOP plans (market view) in line with the Global Account Strategy.

• Support Go To Market process (ATS/ ATM / ATO): Identify early adopters, promote new services for the assigned portfolio

B - Contribute to & implement Global Account Strategy and Promote services

• Based on the regional Services strategy (regional marketing plans, leads identification, AOP plans…), contribute to the Global Account Strategy definition for the Customers in the region.

• Actively promote Service Line portfolio in coordination with the Commercial Account Director

• Customize Services Marketing materials, including the value proposition starting from the general contents produced by the marketing teams

• Participate to trade shows, events, conferences in the region in coordination with the different commercial teams including Airline Marketing Services.

C - Sales campaigns

• Contribute to achieve strong level of intimacy with the customers on the assigned portfolio at all levels of the company in coordination with the GAM team

• Create/update Capture Plans when relevant

• Identify opportunities, lead, negotiate and close services sales for the assigned portfolio in coordination with the CAD.

• Coordinate with Airbus affiliates (Satair, Eltra, Skywise…).

• Capture and provide customer needs (including technical requirements) to the central team for the preparation of quotations and contracts

• Prepare and release offers (and contracts if any), as per the guidance and policy defined by Services Offering & Pricing team and the Services Contract team, in accordance with transaction validation process.

• Conduct the contract negotiations (whatever type of contract), involving the Services Contract Manager and/or the Offering & Pricing team as needed. Ensure the internal validation of the contract, including the DocVal process. Follow-up the contract signature with the customer and internally within Airbus, including transfer to the Contract Administration team for archiving (except for FHS where the contract negotiations, internal validation and signature are conducted by the Services Contract Manager).

• Share internally any customer feedback when available including but not limited to, Services delivery or quality issue, Customer satisfaction, competition intelligence

• Collaborate closely with the Marketing teams, Sales Contract Managers and Commercial Account Directors to expand the sales opportunities beyond the assigned Service Line and identify integrated offers opportunities for both standalone services and joint Aircraft and Services campaigns.

• Provide feedback and lessons learnt from the won or lost campaigns and participate actively in close down meetings.

D - Contribute to the yearly planning cycle (OP) and the regional Sales Funnel

Contribute to the annual OP process in the identification & quantification of opportunities in the region and keep up to date the opportunity information in the CRM tool (Salesforce) all along the opportunity cycle

Outputs

• Achieved‌ ‌OP‌ ‌Objectives‌ (quantitatives & qualitatives)

• Contracts signed by both Customer and Airbus

• Validated standard offers including pricing

• Opportunity information in the CRM tool (Salesforce) up to date

• Customer feedback including but not limited to, Services delivery or quality issue, Customer satisfaction, competition intelligence, market understanding

• Campaign Lessons learnt

This role will involve some/frequent/extensive travel for business once/twice/ a week/month) in Country/Europe/worldwide and as such you must be able to travel accordingly.

QUALIFICATION

EDUCATION: with _Bachelor and above_ degree, in _Preferable Aviation _ major. EXPERIENCE: __5+_ year experience in __ Aviation and / or business commercial__ domain.

CERTIFICATION:

LANGUAGE: Fluent English with excellent listening, speaking, reading, and writing skills

KNOWLEDGE / TECHNICAL SKILLS:

Aviation business commercial / sell process / engineering / material.

ABILITIES:

Develop & build sales strategy / Interact and Influence / Manage customer relationship / Lead sales campaign / Strong‌ ‌negotiation‌ ‌skills‌ / Strong Communication / Stakeholder management / Critical thinking / Quick learning

DRIVER / VALUES:

Strong self-motivation / Resilience / Customer focus / Team Work / Reliability / Respect / Creativity / Integrity

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:

Airbus (China) Enterprise Management and Services Co.Limited

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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