Job Description

Based in Abu Dhabi, The The Key Account Manager will integrate the EBM team and will report to the Airbus Helicopters Head Of Sales Middle – East.

This position of KAM is designated for a confirmed Sales Manager/Key Account Manager who will manage governmental accounts and major campaigns in countries of the region including the UAE. As confirmed KAM, he/she will have to demonstrate a solid background in governmental and military business in Middle- East and/or Africa including aeronautical knowledge.

Ownership of the account means leadership within the company for all activities from business development, to sales, to support. So, he/she will:

• Manage all bids and campaigns internally and towards his customers
• Negotiate contract and any contractual changes, amendments with the customers
• Develop Airbus Helicopters market share and identify prospects and opportunities in line with the regional strategy

For his accounts, The Key Account Manager is responsible for commercial interests, customer relations and campaigns on behalf of Airbus Helicopters.

His/He main responsibilities are :

• Maintain knowledge of competitors’ products and sales activities
• Manage the preparation of most competitive offers for the customers coordinating with the other AH/AHD departments based onrobust capture plan, clear sales strategy including argued winning price and drivers to customer satisfaction
• Manage all bids and campaigns towards the customers
• Identify local Offsets or Industrial Participation demands, needs or as enablers.
• Lead the contract negotiation in line with the received mandate
• Apply commercial, pricing and distribution policy and processes
• Develop Airbus Helicopters market share and identify prospects and opportunities in line with the regional strategy
• Develop and submit to the Head of Sales accurate forecast, for the assigned accounts when applicable Responsible for the accuracy and currency
• of data in CRM tools
• Follow up customers activities and secure customers satisfaction by ensuring close customer relationship
• Lead the customer interface for all support and services activities in collaboration with the CSM
• Manage overdues with customer and ensure timely payments
• Manage all E&C activities and apply the associated processes (HRDD/SCP/KYC/G&H...) with these accounts
• Ensure the Export Control process is properly applied
• Maintain knowledge of competitors’ products and sales activities

Required Education Background, Skills and Experience

• More than 5 years in governmental/military marketing and sales experience including Middle-East
• Expatriation experience in middle-East or Africa
• Ability to travel (around 50% of the time) to potential high and extrem risk countries
• Solid Aeronautical Knowledge
• Degree in Business or Engineering
• Fluent in English
• French and/or Arabic are considered a plus
• Strong relationship building, networking, negotiating, interpersonal and communication skills;
• High degree of initiative, credibility, independence, integrity, confidentiality and trust
• Autonomy, planning capability with pro-active mindset and creatives ideas
• Team spirit

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 Africa and Middle East FZE

Employment Type:

Permanent

Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts <JF-MC-VE>

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