Job Description:
Airbus is conducting a business development project in China with the aim of creating an Airbus Lifecycle Service Centre. This centre is projected to encompass two business lines, of which one may be incorporated into a future project company to perform aircraft services. The Airbus project jobholder shall be offered an appropriate position in the future project company in case (1) the company is established, subject to all applicable regulations and in particular competition law rules, and (2) the jobholder has successfully delivered to the requirements of the Airbus project position.A. Accountabilities
The jobholder promotes the Company's services portfolio, establishes Rough Order of Magnitude (ROM) pricing, executes the Company's sales process, manages and closes the service sales campaign and associated negotiations. These activities are performed in collaboration with the Commercial team and the other relevant stakeholders in the Company and the Airbus Commercial team, notably with the Commercial Director Services (CDS). The jobholder is accountable for the order intake regarding the customer accounts attributed to him or her, in line with the company's financial objectives, including deal margins.B. Main activities
Give regular inputs to the Company's Marketing and Business Development functions about the services market linked to the Company's business (including but not limited to identification of new or future needs requiring adaptations or development of new services)
Complete the Services Intelligence Provider database (Salesforce) based on customer knowledge
Contribute to the Company's marketing strategy: operator and lessor & investor marketing plans opportunity qualification, operating budget plans (market view) in line with the Company Account Strategy.
Contribute to achieve strong level of intimacy with the customers on the attributed portfolio at all levels of the company in coordination with the Marketing and Customer Services team
Be the voice of the customer, share internally any customer feedback when available including but not limited to, Services delivery or quality issue, customer satisfaction, competition intelligence
Create/update capture plans when relevant
Identify opportunities, lead, negotiate and close services for the assigned portfolio.
Coordinate with Airbus and Airbus affiliates (Satair, Navblue…) when needed
Prepare and release the offers (and contracts if any), as per the Company's guidance and policies defined by the Contracts and Offering & Pricing function, in accordance with the Company's transaction validation process (in particular Bid/No Bid and Deal Committees)
Ensure delivery to the customers of ROMs and Services commercial offers on time and quality, in accordance with the Company's Sales Process
Lead the contract negotiations, involving the Company's Contract Offer & Pricing function. Ensure the internal validation of the contract.
Follow-up the contract signature with the customer and internally within the Company and Airbus when services are delivered jointly between the Company and Airbus.
Ensure internal contract handover to the Company's Customer Services and Operational teams
Provide feedback and lessons learnt from the won or lost campaigns and participate actively in close down meetingsC. Outputs
Achieved operating budget Objectives in terms of order intake and deal margins (quantitatives & qualitatives)
Sales offers including pricing validated by the Company's Deal Committee
Customer contracts signed in line with the Company's Sales Policy
Opportunities logged into Salesforce and up-to-date
Customer feedback transmitted into the Company and where relevant to the CDS including but not limited to, Services delivery or quality issues, customer satisfaction, competition intelligence
Opportunities identified, evaluated and proposed for validation
Internal validation of the contract ensured
Offers prepared and released (and contracts if any)
Contracts negotiated and closed
Service delivery followed up and any issues escalated to the jobholder resolved
Campaign Lessons learntD. Input
General aeronautical/mechanical engineer, degree level, or business degree, or equivalent experience.
Min 8 years' experience in services sales, in the Airlines, Lessors and or MRO domains. Past Airline or Aircraft manufacturer experience would be an advantage.
Highly develop relationship and negotiation skills.
Technical interest and understanding
Results oriented.
Fluent in English and Mandarin, written and spoken.
Empathy
Charisma
Trustworthiness
Financial and contractual techniques
Good knowledge in MRO services
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 (Chengdu) Lifecycle Services Ltd
Contract Type:Permanent
-
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.
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.
Airbus is conducting a business development project in China with the aim of creating an Airbus Lifecycle Service Centre. This centre is projected to encompass two business lines, of which one may be incorporated into a future project company to perform aircraft services. The Airbus project jobholder shall be offered an appropriate position in the future project company in case (1) the company is established, subject to all applicable regulations and in particular competition law rules, and (2) the jobholder has successfully delivered to the requirements of the Airbus project position.A. Accountabilities
The jobholder promotes the Company's services portfolio, establishes Rough Order of Magnitude (ROM) pricing, executes the Company's sales process, manages and closes the service sales campaign and associated negotiations. These activities are performed in collaboration with the Commercial team and the other relevant stakeholders in the Company and the Airbus Commercial team, notably with the Commercial Director Services (CDS). The jobholder is accountable for the order intake regarding the customer accounts attributed to him or her, in line with the company's financial objectives, including deal margins.B. Main activities
- Strategic activities
Give regular inputs to the Company's Marketing and Business Development functions about the services market linked to the Company's business (including but not limited to identification of new or future needs requiring adaptations or development of new services)
Complete the Services Intelligence Provider database (Salesforce) based on customer knowledge
Contribute to the Company's marketing strategy: operator and lessor & investor marketing plans opportunity qualification, operating budget plans (market view) in line with the Company Account Strategy.
- Client related activities
Contribute to achieve strong level of intimacy with the customers on the attributed portfolio at all levels of the company in coordination with the Marketing and Customer Services team
Be the voice of the customer, share internally any customer feedback when available including but not limited to, Services delivery or quality issue, customer satisfaction, competition intelligence
- Operational activities
Create/update capture plans when relevant
Identify opportunities, lead, negotiate and close services for the assigned portfolio.
Coordinate with Airbus and Airbus affiliates (Satair, Navblue…) when needed
Prepare and release the offers (and contracts if any), as per the Company's guidance and policies defined by the Contracts and Offering & Pricing function, in accordance with the Company's transaction validation process (in particular Bid/No Bid and Deal Committees)
Ensure delivery to the customers of ROMs and Services commercial offers on time and quality, in accordance with the Company's Sales Process
Lead the contract negotiations, involving the Company's Contract Offer & Pricing function. Ensure the internal validation of the contract.
Follow-up the contract signature with the customer and internally within the Company and Airbus when services are delivered jointly between the Company and Airbus.
Ensure internal contract handover to the Company's Customer Services and Operational teams
Provide feedback and lessons learnt from the won or lost campaigns and participate actively in close down meetingsC. Outputs
- Financial Outputs
Achieved operating budget Objectives in terms of order intake and deal margins (quantitatives & qualitatives)
Sales offers including pricing validated by the Company's Deal Committee
Customer contracts signed in line with the Company's Sales Policy
- Client related Outputs
Opportunities logged into Salesforce and up-to-date
Customer feedback transmitted into the Company and where relevant to the CDS including but not limited to, Services delivery or quality issues, customer satisfaction, competition intelligence
- Operational Outputs
Opportunities identified, evaluated and proposed for validation
Internal validation of the contract ensured
Offers prepared and released (and contracts if any)
Contracts negotiated and closed
Service delivery followed up and any issues escalated to the jobholder resolved
Campaign Lessons learntD. Input
- Qualifications
- Education:
General aeronautical/mechanical engineer, degree level, or business degree, or equivalent experience.
- Experience:
Min 8 years' experience in services sales, in the Airlines, Lessors and or MRO domains. Past Airline or Aircraft manufacturer experience would be an advantage.
- Basic Skills
Highly develop relationship and negotiation skills.
Technical interest and understanding
Results oriented.
Fluent in English and Mandarin, written and spoken.
- Soft Skills:
Empathy
Charisma
Trustworthiness
- Technical Skills:
Financial and contractual techniques
Good knowledge in MRO services
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 (Chengdu) Lifecycle Services Ltd
Contract Type:Permanent
-
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.
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.
