Key Account Manager - Defence Sales

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

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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