Account Manager

Key Account Manager - Military Job Description: Job Description The role involves end-to-end management of complex and long lead time sales campaigns incl. business development, campaign creation and working with AH teams in France/Germany on techno-commercial offers / bid management, trials, negotiation and contract closure. The job involves professional stakeholder management locally amongst several stakeholders and management of internal Multi-Function Teams. The job holder will have to have a thorough and deep knowledge of the Indian military customers, and military-industrial eco-system. Establish regular contacts, developing confident, professional relationships with the customer, perform stakeholders mapping, in-depth knowledge of the Indian defence procurement & budgeting process, etc. Feed customer’s requirements / feedback / perspectives, market trend and knowledge to HQ based teams and drive sales/offer process, ICTs, marketing & engineering studies, etc. Prepare and lead interactions with military customers and industrial players incl. marketing presentations, offer discussions, negotiations, etc. Lead the whole offer process to propose the best solution to win. Lead the campaign team / ICTs including elaboration of campaign strategy, commercial offer preparation and negotiation. Consolidate customer understanding to influence internal stakeholders. Drive the ‘Make in India’ vision. Foster customer loyalty, accountable to represent internally the Voice of the Military Customers and Potential Customers. Develop strong knowledge of AH’s product portfolio (platform and services) to provide product knowledge and operational credibility during discussions with external stakeholders (military customers, end users…). While the position is primarily for India, the job may require driving military campaigns / opportunities in other countries part of Airbus Helicopters South Asia perimeter. Competency description Highly energetic, proactive, self-driven, persevering, excellent communication skills & fortitude to build and win business in the complex, long lead time and process driven Indian military business arena. Ability to work in a multi-stakeholder environment. Unimpeachable regard for Ethics & Compliance and internal company processes, values and policies. Ability to build strong professional, mutually respectful relationships with military customers, government stakeholders, understand their expectations by constantly assessing & improving the relationship by actively listening and clarifying their needs, requirements, etc. Ability to provide precise information to respond to customer needs and requirements and articulate a winning value proposition leading into future business / sales potential in order to ensure a successful and sustainable relationship. Knowledge and understanding of the Indian Military Procurement processes (DPP, DAP, timelines…) Ability to understand military RFIs / RFPs and prepare comprehensive responses by working with multiple internal stakeholders following due internal processes for it. Ability to clearly and exactly design & write a compelling campaign strategy and proposal, meeting the customer’s needs. Ability to take decisions within the company’s regulation frame-work (guidelines, policies) and amend proposal/contractual documentation to reflect any changes. Ability to analyse risk and plan mitigation. Knowledge of or ability to understand industrial activities linked to the production of helicopters (development, industrialisation, in-house or externalised production, support & services…) Ability to develop, propose and implement sales strategy in accordance with commercial objectives. Develop a sales strategy for each campaign to obtain the best commercial outcome to meet the requirement of customer and the company. Ability to negotiate and influence using reasoned advocacy in order to gain buy-in as well as using facilitation techniques to manage situations of conflict. Ability to implement applicable company's policies, processes and tools related thereto. Ability to use and continuously update in-depth knowledge of the company's' products, services and solutions portfolios related to performance, economics, maintenance, design and products and / or services portfolio evolution. Ability to understand technical matters to support confident decision-making, and technically back sales people. Experience & other requirements 10+ years in the aerospace and / or military campaigns and / or complex industrial project management at senior level. Already exposed to the international business environment. Fluency in English and Hindi. 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 ------- 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 emsom@airbus.com . 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.