Satair - Solution Sales Manager

**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 / no-bid.
- 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 multi-functional implementation

**Responsibilities**:

- Identify Customer potential to run a solution campaign through wide internal and external network.
- Lead bid no-bid 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 win-win 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 multi-functional 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 5-10 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 & follow-up
- 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

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