Commercial Operations Manager

Job Description:

The Commercial Operations Manager - Support & Services is part of the Commercial Operations department within the North Asia Region covering Greater China and Mongolia, and based in Airbus Helicopters China subsidiary.

Our transversal team of 5 people is in charge of preparing offers, managing contracts, and export control activities on the full helicopter range and support and services activities, and to contribute and support the other activities of the Commercial Operations function locally (Commercial Policy, Network and Business Partners, Sales Forecast and Operative Planning).

The team is closely working with Sales and Support and Services teams, to support the business development of Airbus Helicopters in the Region in line with sales, profitability, growth, and customer satisfaction targets.

Challenges, Roles and Responsibilities

As a Commercial Operations Manager - Support & Services, your primary mission will be to manage the offer elaboration process, in the frame of the Commercial policy, and to support the Sales department in the contractual negotiations with customer until signature of the contract. Onwards, you will be in charge of coordinating the contract execution, coordinating all stakeholders involved.

Your main tasks and responsibilities will be to:

Manage Offer Elaboration Activity

• Understand the request and mission profile of the customer, and collect all inputs necessary to launch the offer preparation.
• Prepare and validate the offer in compliance with commercial policy guidelines and business targets (Costing, Pricing, Business Case), directly with sales managers for simple offers, as well as with the head function in Europe for complex offers.
• Evaluate risks and opportunities for the offer (financial/logistic/performance/contractual) and define mitigation actions as applicable.
• Prepare commercial balance sheets, business cases and other costing / pricing inputs as required.
• Prepare Technical, Commercial Offers, purchase agreement and contracts, whilst taking into account conditions provided by all specialists department, as well as applicable laws & regulations (e.g. Legal, Finance, Export Control).
• Prepare and support the negotiations with the customer, as required by Sales Managers.
• Evaluate and validate contractual deviations to commercial within the offer phase.
• Ensure offer follow up to monitor activity and handle reporting
• Maintain appropriate records of all needed information: presentation, business cases, approvals, KYC records, deviation to commercial policy records, Export Control approvals, draft documents, signed documents, side letters, etc.

Coordinate contract management and deliveries

• Management of contracts in place: preparation, drafting of e.g. contract amendments, headquarters and suppliers agreements, and other relevant documents during the life cycle of the contract together with relevant functions. Advise in case of disagreements / issues.
• Coordinate regular contract reviews with key stakeholders and end-to-end transversal alignment (Sales, Operations, Support Functions / Métiers, Finance). Contract review documentation and deliverables drumbeat (scheduling of activities, payments monitoring).
• Identify, avoid / minimize and mitigate contractual risks. Control proper planning and execution of deliveries, margin adherence, and customers’ satisfaction.
• Follow-up and monitoring of contract obligations and provisions.
• Develop cross-regionalization opportunities with group subsidiaries.

Support Export Control activities for offer and contract management activities

• Manage Sanctioned Country Process screening procedure;
• Support license applications with EU - US – FR authorities;
• Contribute to ad-hoc analysis and any special queries / requests;

Ad-Hoc support and contribution to Commercial Operations activities:

• Commercial Policy.
• Operative Plan / Sales Forecast preparation.
• Company remuneration and profitability subjects.
• Process monitoring and updates.
• Audit exercises, evidences gathering and records, interviews etc.
• Continuous Improvement initiatives.

Experience / Skills

• You have a keen interest in commercial activities, are trained or justify significant prior experience (3-5 years of experience in Offers, Sales, Contract or Support & Services activities management);
• You demonstrate good financial knowledge and skills;
• You demonstrate knowledge and competencies on standard IT tools such as the Office / Google Suite as well as SAP;
• You are rigorous and autonomous, benefit from strong communication skills and the ability to work in a multicultural environment, under tight deadlines. You are able to break-down and explain complex topics to a variety of stakeholders;
• You bring a “Can Do” attitude and enjoy finding solutions to sales and contractual issues / challenges;
• You are customer oriented, with listening, communication and collaboration skills;
• You are pragmatic, able to balance contractual and business risks, priorities, oversights and compliance;
• You are willing to take on big and small tasks, ranging from operational support to strategic projects;
• You are fluent in English, both oral and written, and are naturally at ease with words and drafting. Knowledge of Mandarin Chinese definitely a plus. French and German also appreciated.
• Your experience in the sphere of aviation or defense industry would be highly appreciated. An experience in the helicopter industry if definitely supportive.

This role might involve some travel for business essentially in China and Europe, and as such you must be able to travel accordingly.

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.

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 Helicopters China HK Limited

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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