Satair - Solution Sales Manager

2 weeks ago


Singapore Satair Pte Ltd Full time

Job Objectives

  • Identify potential customer and size the scope of business opportunity, which is in typical value of single to three digit Million USD.
  • Develop relationship with customer to ensure strong background from which to develop a workable and beneficial solution for the Customer.
  • Decide together with the project organisation and with the steering committee on bid / nobid.
  • Develop with other IMS departments a total integrated material solution that is customised and achievable for each deal.
  • Convert campaign to sale in order to meet Solutions AOP targets.
  • Ensure full and successful implementation of agreed deliverables at cost and on time.
  • Once implemented, permanent follow up with operations team and at regular intervals with customer to monitor customer satisfaction, identify further opportunities for extension and manage contract adaptations where required
  • Continuously improve sales approach and process
  • Portfolio extensions / adaptations and manage multifunctional implementation

Responsibilities:

  • Identify Customer potential to run a solution campaign through wide internal and external network.
  • Lead bid nobid decision process.
  • Proactive customer relationship development and identification of customer specific key pivot points, service requirements and levers for later deal negotiation.
  • Lead the customer definition project and workshops at customer base with involvement of solution building functions.
  • Identify further deal breaking arguments and prepare negotiations.
  • Identify and brief, manage and get approval from all internal and external stakeholders including top management.
  • Define and manage the timeline during the offer phase, write and present the offer to the customer and relevant stakeholders.
  • Lead the commercial and contractual negotiations (customer and internal) with clear target definitions to achieve a winwin solution.
  • Drive the internal deal approval process.
  • Lead the contract customisation and the contract negotiations with the customer.
  • Manage multiple campaigns in parallel in different sales phases.
  • Hand over contract, deliverables and customer interface
  • Follow up implementation for won deal and ensure customer satisfaction is
  • Manage Customer till full handover at about 100 days after EIS and secured customer satisfaction
  • Monitor customer satisfaction, revenue and cost to ensure learning for assumptions and highlight deviations
  • Continuously maintain customer relationship and monitor strategic developments
  • Identify additional sales potential and scope extension.
  • Manage Contract adaptations where required and support contract interpretation of either party
  • Support improvement of overall solution sales process
  • In team work drive portfolio development, identify gaps and new market needs, explore competition offering and customer requirement evolution to trigger or manage portfolio extensions / adaptations and manage multifunctional implementation.
  • Support organisation and all stakeholders from customer and deal perspective.
  • Perform win/loss analysis and foster organisational and personal learning and development.
  • Manage overall solutions pipeline on regional level Proactively support product, process, market understanding and team knowledge improvements.

Job Requirements

  • Minimum 510 years working experience
  • Working knowledge of English, both orally and in writing
  • Experience in inventory management/supply chain operations
  • Effective organisational and planning skills
  • Very strong negotiation skills
  • High degree of aviation business understanding specifically in the area of spares support, supply chain management and A/C maintenance
  • Background on legal aspects in the area of services contracts
  • Strong stakeholder and relationship management up to internal and external top management
  • Ability to address critical points
  • Ability to receive and address feedback
  • Clear target setting & followup
  • Strong ability to prioritize issues and raise relevant issues
  • Ability to define requirements for new staff and recruit people


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:

Satair Pte Ltd

Contract Type:

Permanent

Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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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