Job Description

• Develop objectives and account plans to ensure profitable growth for assigned customers 
  ● Identify business potential and describe long term plans for its achievement 
  ● Achieve assigned Order Intake, Revenue targets and grow business across 
  product lines 
  ● Ensure high level of customer satisfaction 
  ● Ensure a sustained long-term relationship with key customers 
  ● Ensure fulfillment of material support obligations for Airbus 

Primary responsibilities

• Be the responsible sales and support Account Director for the assigned customer and ensure development of objectives and account plans 
  ● Ensure identification of business potential for new services and products 
  ● Manage sales opportunities from inception to final award or closure 
  ● Manage customer visits and bid related customer interactions 
  ● Update and maintain customer contact data 
  ● Support function to collect customer complaint or feedback and address it to 
  the appropriate function for resolution and follow up on the progress 
  ● Ensure support obligations fulfillment in accordance with aircraft purchase 
  agreements, such as Material Readiness Roadmap and A/C EIS support, 
  customer familiarization on material management subjects, supplier support 
  operations, Sales and Support Manager allocation, spares availability 
  ● Follow up and reporting on issue resolution or appropriate escalation when 
  necessary 
  ● Accountable to achieve order intake and revenue targets for assigned 
  customer segment 

Secondary responsibilities

• Assist in follow up on overdue payments and in general support accounts receivables management for assigned customers 
  ● Support sales director in definition, implementation and execution of a sales 
  support strategy 
  ● Participate in Global Account Management (GAM) activities for customers 
  supported by the GAM approach 
  ● Participate and/or lead ad-hoc short or long term development/improvement 
  projects/initiatives 

General

• Comply with Satair’s mission, values and Quality Management procedures
• Perform and comply to all Airbus & Satair Ethics & Compliance guidelines 
  ● Understanding, sharing and living of Satair’s values and rules 
  ● Respect Satair’s processes and procedures agreed per function 
  ● Keep the direct report informed of the status of agreed tasks and of any 
  critical problem areas 
  ● Participate in optimizing Satair’s business procedures by applying existing 
  Satair’s IT systems 
  ● Comment/advise on unsatisfactory situations within the organization, and 
  propose potential solutions for improvements 
  ● Identify and offer suggestions to improve efficiency 
  ● Be well informed about and familiar with the latest developments in Satair’s 
  business 
  ● Have an inter-cultural understanding and ability to work successfully in one 
  ● Participate in and actively support occupational safety, health and 
  sustainability efforts 
  ● Contribute towards a positive and inspiring working environment

Personal & interpersonal skills 

• 
  Customer minded 
  ● Strong team player 
  ● Comfortable operating in a “speak-up” mindset 
  ● Excellent communication and presentation skills 
  ● Open to give and receive feedback 
  ● Diplomatic in addressing issues to the right stakeholder 
  ● Strong in representing the customer view inside the organization
• Good analytical skills; ability to see the bigger picture and derive mid to long term recommendations on way forward 
  ● Ability to balance and align varying interests of stakeholders
• Understanding of Airbus network 
  ● Ability to defend Satair’s business and limit financial risk 
  ● Diplomatic sense and open/‘out-of-silo’ mind-set, ability to build successful relations across functions and with all stakeholders 
  ● Ability to successfully work in an international, multi-location context 

Professional skills

• Demonstrated success with a minimum 5+ years’ experience in a sales position or similar 
  ● Fluent in English, both orally and in writing 
  ● Knowledge of Arabic, French, German is a plus 
  ● Negotiation skills 
  ● Strong business acumen 
  ● Strong knowledge and proven track record working within an Account 
  Management structure – both as leader and participant 
  ● High degree of aviation business understanding specifically in the area of 
  spares support, supply chain management, maintenance, understanding of 
  support obligations from aircraft purchase agreements 
  ● Knowledge and experience working with the Middle East/Africa aviation 
  market 
  ● Background on legal aspects in the area of A/C purchase agreements and/or 
  services contracts 
  ● Ability to develop business cases and possess the ability to derive financial 
  implications from contract specifications 
  ● Ability to travel extensively 

KPIs

• Closing customer complaints in a timely manner 
  ● Ensure continuous improvement of customer satisfaction (CSIP) 
  ● Achieve established sales-oriented objectives 
  ● Proposal to win conversion rates 
  ● Number of proposals signed off 
  ● Average time between first contact with the customer and signing of 
  agreement 
  ● Order Intake and sales revenue for assigned accounts and regional goals 
  ● Average sales per customer per year 
  ● Profit per customer 
  ● Number of visits/contacts with customer 
  ● Cost of sales (cost per interaction) 
  ● Number of new customers 
  ● Customer visit frequency

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.

Skills Required

• Team Player
• Management