Head of Military Sales

Head of Military Sales Job Description: A. Job Description This role reports directly to the Airbus Helicopters, Head of Region - India & South Asia. The key accountability is to lead military sales in the region (i.e. India, Bangladesh, Nepal, Sri Lanka, Bhutan & Maldives), in close cooperation, for the Indian campaigns, with the Head of ‘Make in India’ programmes and Integrated Campaign team leader. Lead a team of military sales managers to deliver on the above accountability. Drumbeat stakeholders in HQ in a MFT mode to prepare RFI/RFP responses, offers, contracts, indigenous content proposals, etc. Prepare robust campaign strategies with a clear path to win, incl. process and decision matrix mapping. Prepare and lead interactions with military customers and industrial players. Foster customer loyalty, accountable to represent internally the voice of the customer in a balanced way. Develop strong knowledge of AH’s product portfolio (platform and services) to provide product knowledge and operational credibility during discussions with external stakeholders. Develop strong knowledge of Airbus Helicopters’ Offer Process to ensure timely involvement of key internal stakeholders Pro-actively support in the building of regional strategy, and leadership presentations. B. Competency description Winning mind-set, perseverance, communications and project management skills. Fortitude to build and win business in a fast growing, complex and competitive region. Ability to set-up, motivate and lead a highly driven, results oriented and passionate team (direct & MFTs). Ability to build strong relationships with military customers, decision makers, understand their expectations by constantly assessing & improving the relationship by actively listening and clarifying their needs and requirements. 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 Defence Procurement processes. Ability to clearly and exactly design & write a compelling storyboard and proposal, meeting the customer’s / reader'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 complex machineries. Ability to adapt and use multiple forms of interaction styles to convince and/or persuade people / stakeholders to follow ideas and proposals. 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 work and communicate in a multicultural context and to interact with people of different cultural backgrounds in a constructive manner to achieve commonly accepted results. Ability to develop a positive, trustful and long-term relationship between stakeholders. Ability to implement applicable company policies (Ethics and Compliance, Export Control, Gift and Hospitality, Sponsorship & Donations, etc), processes and tools related thereto. Ability to use and continuously update in-depth knowledge of the company's products, services and solutions portfolios. C. Experience & other requirements 20+ years in the aerospace and / or military campaigns and / or complex industrial project management at senior level. Already exposed to the international business environment. Excellent spoken and written English. 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.