Job Description

:

The Head of Commercial Services APAC is accountable for contributing and implementing Global Customer Account Strategies for the various Service Lines of Airbus, defining the regional marketing plan, promoting the services, running the commercial services campaigns, building the offer (including the pricing) when such an offer can be set up in the Regions, and closing the negotiations.

Primary responsibilities

A - Understand the market

Monitor and Analyse the services market linked to the Service Lines in the Region

Capture knowledge of the customer and feedback the central marketing team

Build the regional Service Line marketing strategy: marketing plans, leads identification, AOP plans (market view) in line with the Global Account Strategy.

B - Specify market requirements and contribute to marketing strategy for new Services

Support Product Marketing team with market feedback related to new Services

Identify early adopters

C - Contribute & implement Global Account Strategy and Promote services

Based on the regional Services marketing strategy (marketing plans, leads identification, AOP plans\xe2\x80\xa6), contribute to the Global Account Strategy definition for the Customers in the region.

Actively promote Service Line portfolio (not necessarily linked to a commercial services campaign)

Customize Services Marketing Content, starting from the general contents produced by the Services product marketing team

Provide customer feedback related to the Service Line to the Services Product marketing team

Participate to trade shows, events, conferences in the region in coordination with Airline Marketing

D - Manage commercial services campaigns

Develop strong level of intimacy with the customers of the assigned portfolio at all levels under the lead of the GAM team

For combined offer (aircraft + services) ensure close collaboration with contracts negotiators

Identify, lead, negotiate and close commercial opportunities towards those customers and across the Service Line portfolio. Coordinate with Airbus affiliates (Satair, Navblue\xe2\x80\xa6) if needed.

Create/update Capture Plans when relevant

Provide feedback and lessons learnt from the won or lost campaigns

E - Create and release offers

ensure delivery to the customers of Services commercial offers and ROMs on time and quality, in accordance with the commercial services process.

prepare and release the standard offers, as per the guidance and policy defined by Services Offering & Pricing team and in accordance with the commercial services process

E - Manage the yearly planning cycle and the regional Commercial Services Funnel

Order Intake regional AOP

Contribute to the annual AOP process in the identification & quantification of opportunities in the Region

G - Team Management

The jobholder will manage a team of Commercial Services Directors/Managers. He/she will:

Be responsible for the management, coaching and all HR/organisational subjects for the team members in a trusting and supporting environment;

Facilitate, advise and inspire the team;

Match the team workload with campaigns priorities in order to allocate the necessary resources and escalate gaps/actions (de-prioritizations, additional staffing needs);

Follow up on their performance and support or take corrective action when need be;

Inspire team to achieve and exceed targets;

Ensure the team is using the relevant processes/tools and feedback needed updates;

Ensure well-being at work and buffer pressure;

Grow team members\xe2\x80\x99 skills and encourage their development;

Build a constructive team spirit beyond the boundaries of different nationalities and locations;

Make sure lessons learnt are shared,;

Stimulate innovation and creativity within the team.

Secondary Responsibilities

Provide support to the team as and when necessary

General

Generally responsible to:

Provide timely and reliable information to Airbus higher management on critical issues

Comply with Airbus Singapore management policies

Live by the Airbus Values: Contribute to a positive, inspiring and non-bureaucratic work environment

Be compliant with Airbus Business standard and Airbus Ethics & Compliance guidelines

Personal & Interpersonal Skills

Understand customers\xe2\x80\x99 expectations and needs

Ability to listen to the voice of customers

Team oriented and able to motivate team members

Good communications skills

Ability to influence and manage external customer relationship

Professional skills

Strong understanding of Airbus and the Services offered

Able to develop and build commercial strategy

Able to manage marketing campaigns

This 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 Limited

Employment Type: Permanent



Experience Level: Professional

Job Family: Leadership
JF-FA-EM

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