Key Account Manager (KAM)

Mission Responsible for overall strategy and sales of Aircraft and Support & Services for the assigned accounts, both direct (Central and CC) for Civil & Para public markets in India, Nepal, Bhutan, Bangladesh, Sri Lanka and Maldives (country as assigned). Lead and/or participate to the Front Office team for assigned accounts. Develop and execute Sales strategies and conduct all aircraft sales activities for her/his accounts, including cash collection. Take accountability to generate new qualified leads to convert them into bookings and also ensure smooth delivery (Entry Into Service) of the aircraft. Prepare and execute a dynamic strategy for the assigned country and market segment. Apply the commercial policy. Achieve booking targets and financial objectives (Gross Margin, Down payments, Cash collection) for the assigned accounts. Lead the "Integrated Campaign Team," ensuring seamless alignment between Legal, Finance, Engineering and other internal and external stakeholders.  Capability to resolve complex topics and be fully autonomous.  Key Skills Required Proven 10+ years of experience with at least 5 years of experience in Sales. Must have proven experience in Sales in India and / or South Asia region. Must have proven experience in developing and implementing successful sales strategies in India and South Asia region. Prior experience in Aviation industry preferred. Strong negotiation skills, stakeholder management and customer centric mindset. Prior experience in managing high value contracts. Proficiency in managing sales cycles from lead generation to contract closure and aircraft delivery. Capability to lead commercial recovery strategies during regional economic downturns or geopolitical instability.

Policy & Process Apply commercial, pricing and distribution policies & processes (ex: sales funnel, demand management). Apply procurement and G&H process in anticipation for efficient and timely execution without deviations. Forecast Develop and submit to Head of Sales Sub-Region accurate forecast, for the assigned accounts Responsible for the accuracy and currency of data in CRM tools Offers & Sales Responsible for Sales campaigns for assigned accounts as per her/his mandate, both direct (Central and CC) including achievement of financial objectives (Gross margins, Down payments and Cash collection). Lead the Integrated Campaign Team, where applicable. Support the preparation of winning offers with accurate sales inputs – capture plan, sales strategy, strategic paper, win price, drivers to customer satisfaction - based on market knowledge. Negotiate and conclude contracts within the delegated mandate. Responsible for cash collection. Customer relation Lead and/or participate to the Front Office team (Clear & Efficient Front Office) for the assigned accounts. Be the voice of the company to the customer and external stakeholders (ONE VOICE which is ALIGNED to Internal team/ management and Airbus Values). Provide global market intelligence and competitor activity report. Be the voice and the face of the company with external stakeholders. Customer Satisfaction Responsible for the identification and measurement of all Sales drivers of Customer Satisfaction for the assigned accounts. Responsible for the continuous improvement of Customer Satisfaction with regards to Sales activities for the assigned accounts, in line with the Regional Customer Satisfaction Plan. Business Development Lead / participate along with BD team to prepare and execute strategy to unlock the assigned developing / underdeveloped market segment with clear milestones and timelines. Support implementation of AH or Regional Business Development initiatives. Provide return of experiences. BDSI, Business Ethics & Compliance, AML/KYC Apply Airbus Helicopters policy. Contribute to BDSI and AML/KYC Files preparation.

(Goals) Create synergies - displaying high team spirit and WE ARE ONE values. Contribute