Job Description

:Job ObjectivesThe Business Development Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of NAVBLUE products and services solutions and/or featuring a list of strategic customers for NAVBLUE. This role is responsible for all commercial related activities, including but not limited to,
new sales, growing account revenue via up-selling and cross-selling and contract renewals. The Business Development Director will lead and contribute to all selling related activity including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the NAVBLUE standard
operating procedures.This role does not have signing authority to execute Sales Contracts for the Region \xe2\x80\x93 to be completed in the Toulouse & Canada offices.Job ResponsibilitiesWithin the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, ...) The Business Development Director objectives are set to have a significant impact on region\xe2\x80\x99s
business achievements.Understand the customer\xe2\x80\x99s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.Maintain expertise on NAVBLUE and partner products in order to help identify up-sell opportunities, and solve customer pains with NAVBLUE solutions, updating customers on new products and technology where appropriate.Build \xe2\x80\x9cHigh\xe2\x80\x93Wide & Deep\xe2\x80\x9d relationships with decision makers and maintain an awareness of issues affecting customers.For a limited list of strategic accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines, features, and services.Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of NAVBLUE\xe2\x80\x99s solutions in the assigned territory and/or portfolio of customer accounts.Prepare and present clear, compelling and persuasive sales presentations.Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.Be proficient in the use of NAVBLUE\xe2\x80\x99s CRM tools and apply the sales process to maximize the return on key ratios for visits and proposals.Attend trade shows and user conferences as required.Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.Up to 70% Domestic and InternationalJob Requirements7-10 years of complex sales/marketing experienceBachelor\xe2\x80\x99s degree or equivalent experienceDemonstrated knowledge of airline flight operations, or practical experience in flight operationsDemonstrated understanding of airline/aviation IT and application softwareIn-depth knowledge of airline industryDemonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.Project management and strategic account planning skillsAchievement and results orientedWillingness to travel considerably as requiredAble to function and work independently and confidentlyPossess drive and perseverance to ensure all opportunities are uncovered and pursuedDisplay strong entrepreneurial and mature spiritHighly independent and hands-on leaderEffective team player in the organizationPossess high level of energy and integrityExcellent communicator, articulate and persuasiveSales ForceThis job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company\xe2\x80\x99s success, reputation and sustainable growth.Company: Airbus Singapore Private LimitedEmployment Type: PermanentExperience Level: ProfessionalJob Family: Customer Account and Service Management
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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.

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