Key Account Manager (KAM)

Job Description:

Mission

• Responsible for overall strategy and sales of Aircraft and Support & Services for the assigned accounts, both direct (Central and CC) for Civil & Para public markets in India, Nepal, Bhutan, Bangladesh, Sri Lanka and Maldives (country as assigned).

• 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, 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.

• Apply the commercial policy.

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

• Lead the "Integrated Campaign Team," ensuring seamless alignment between Legal, Finance, Engineering and other internal and external stakeholders. 

• Capability to resolve complex topics and be fully autonomous. 

Key Skills Required

• Proven 10+ years of experience with at least 5 years of experience in Sales.

• Must have proven experience in Sales in India and / or South Asia region.

• Must have proven experience in developing and implementing successful sales strategies in India and South Asia region.

• Prior experience in Aviation industry preferred.

• Strong negotiation skills, stakeholder management and customer centric mindset.

• Prior experience in managing high value contracts.

• Proficiency in managing sales cycles from lead generation to contract closure and aircraft delivery.

• Capability to lead commercial recovery strategies during regional economic downturns or geopolitical instability.

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

Offers & Sales

• Responsible for Sales campaigns for assigned accounts as per her/his mandate, both direct (Central and CC) including achievement of financial objectives (Gross margins, Down payments and Cash collection).

• Lead the Integrated Campaign Team, where applicable.

• 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.

• 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 to Internal team/ management and Airbus Values).

• Provide global market intelligence and competitor activity report.

• Be the voice and the face of the company with external stakeholders.

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.

Business Development

• Lead / participate along with BD team to prepare and execute 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.

BDSI, Business Ethics & Compliance, AML/KYC

• Apply Airbus Helicopters policy.

• Contribute to BDSI and AML/KYC Files preparation.

Team (Goals)

• Create synergies - displaying high team spirit and WE ARE ONE values.

• Contribute towards combined goals wherever applicable to win a campaign / strategy implementation.

• Demonstrate, encourage and develop Airbus Leadership Model behaviour's 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.

Company:

Airbus India Private Limited

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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