Job Description

The Head of Region Commercial APAC reports directly to the Chief Commercial Officer and serves as the leader for a team of key account manager & account managers.  The role provides a vision, direction, and management for the assigned client Relationship group and assigned region.

This role has direct accountability for client relationship process definition, key account sizing, territory management, efficiency planning, sales training, product training, and sales technology.  The position will also be responsible for sales effectiveness reporting, methodology, and delivery mechanisms

Job Responsibilities

• Within the designated territory, achieve new key account revenues and renewals to meet or exceed assigned targets/quotas, and achieve specific business objectives as assigned by Chief Commercial Officer (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products…) and in accordance with guidelines/instructions given by the group.
• Manage and coach the key account and account management team members to ensure a high performing team, maintain high levels of initiative and motivation within the team, and ensuring the team is adequately and appropriately resourced and trained to optimally carry out their roles.
• Analyze current customer base to identify product distribution, customer contract values.
• Actively collaborate and support their team with management of new, contract renewal, or up-sell opportunities.
• Support the client relationship team in developing commercial strategies, tactics, , and action plans to penetrate and grow awareness and sales of NAVBLUE’s solutions in the assigned territory.
• Assess customer portfolios in terms of yearly order intake potential, business growth potential value and time spent, and allocate customers across sales teammates’ portfolios to best manage workloads, competencies and relationships.
• Establish effective communication channels at appropriate levels within each customer base and internally within NAVBLUE to ensure accurate and timely dissemination of critical commercial information.
• For a specific list of strategic accounts within the assigned territory, have his/her team establish and successfully collaborate to the implementation of a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said accounts, if and where appropriate.
• Resolve non-routine or major customer complaints and problems around commercial issues, investigate the causes of problems which might be long-standing problems, take ownership to ensure queries are resolved.
• Using appropriate CRM tools, direct and manage collection of relevant reporting information and contribute to management reporting, budgeting and forecasting decisions.

It is understood that the HO Regional Commercial APAC has no authority to negotiate or determine prices and other terms with identified customers for foreign Airbus companies which includes but is not limited to time of delivery/completion, place of delivery/completion, product/service specification, etc. or engage in the conduct of business of any kind other than as expressly provided above

Secondary Responsibilities

• Liaise with other managers and departments to promote co-operation between departments to improve customer relationships, ensure relevant departments are informed of customer feedback applicable for the rest of the organization, including suggestions/requests regarding product enhancements.
• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determine priorities and liaise with potential customers.
• Attend trade shows and user conferences as required

Job Requirements

•  7 -10 years of experience in a management role with Sales experience
• Bachelor’s Degree or equivalent experience
• Proven experience managing a sales team or equivalent
• Demonstrated understanding of airline/aviation IT and application software
• In-depth knowledge of airline industry
• Demonstrated excellent customer relationship management, written and oral communication and strong listening skills.
• Demonstrated ability to coach, motivate and lead others
• Sound knowledge of CRM principles
• Must possess an in-depth understanding of proposal and contract development
• Demonstrated ability to solve problems effectively
• Strong negotiation skills
• Able to work independently, retain flexibility, and maintain composure under pressure
• Results oriented

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

• Management
• Sales