Senior Key Account Manager Airbus Industries

This position interfaces with all the PSS departments supporting the Sales effort, establishes peer-to-peer relationships aimed to coordinate the needed activities, creates and leads virtual sales team with the goal to grow PSS reputation and position in the target market and to identify strategies to improve winning rate.

Main Responsibilities

• Lead sales and pre sales effort on selected campaigns including notably:
• definition of the sales strategy and the capture plan;
• coordination of the commercial actions and submission of the offer prepared by the bid team;
• delivery of the best commercial proposal according to the internal PSS rules;
• negotiation with the customer;
• Closing.
• Drive business growth and expand PSS market penetration by fostering new business models and product innovations.
• Reinforce PSS commercial position by supporting relevant strategic partnerships.
• Maintain a qualified sales funnel.
• Get a deep knowledge of customer s environment, detecting needs regarding PSS products, services and solutions.
• Respond to customers needs with Airbus PSS solutions.
• Elaborate with the Head of Sales Business Plan and Sales Forecasts.

Analytical Skills

• Synthesize complex and diverse information
• Ability to challenge quotes
• Use intuition and experience to complement data
• Able to organise and effectively manage customer meetings
• Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
• Consultative approach to selling and problem solving
• Being cultural aware

Business Acumen

• Understands business implications of decisions
• Demonstrates knowledge of market and competition
• Aligns work with strategic goals
• Displays focus to profitability

Impact & Influence

• Pursues and wins support for ideas
• Displays ability to influence key decision-makers
• Achieves win-win outcomes
• Uses authority appropriately to accomplish goals
• Addresses divergent opinions

Innovation

• Displays original thinking and creativity
• Meets challenges with resourcefulness
• Generates suggestions for improving work
• Develops innovative approaches and ideas

Leadership

• Exhibits confidence in self and others
• Inspires respect and trust
• Reacts well under pressure
• Shows courage to take action
• Motivates others to perform well

Planning & Organization

• Prioritizes and plans work activities
• Uses time efficiently
• Plans for additional resources
• Integrates changes smoothly
• Sets goals and objectives

Presentation Skills

• Tailors presentation to audience needs
• Engages and focuses attention
• Presents information logically and persuasively
• Handles difficult questions and situations
• Inspires audience to action

Problem Solving

• Identifies problems in a timely manner
• Gathers and analyzes information skillfully
• Develops alternative solutions
• Resolves problems in early stages
• Works well in group problem solving situations

Product Knowledge

• Displays knowledge of products & solutions
• Responds to product & solutions questions
• Explains product & solutions features and benefits
• Matches products and solutions to customer needs

Strategic Thinking

• Develops strategies to achieve organizational goals
• Understands organization s strengths and weaknesses
• Analyzes market and competition
• Identifies external threats and opportunities
• Adapts strategy to changing conditions