Senior Key Account Manager

Overview

Main Responsibilities

• Lead sales and pre sales effort on selected campaigns including notably:
• definition of the sales strategy and the capture plan;
• coordination of the commercial actions and submission of the offer prepared by the bid team;
• delivery of the best commercial proposal according to the internal PSS rules;
• negotiation with the customer;
• Closing.
• Drive business growth and expand PSS market penetration by fostering new business models and product innovations.
• Reinforce PSS commercial position by supporting relevant strategic partnerships.
• Maintain a qualified sales funnel.
• Get a deep knowledge of customer s environment, detecting needs regarding PSS products, services and solutions.
• Respond to customers needs with Airbus PSS solutions.
• Elaborate with the Head of Sales Business Plan and Sales Forecasts.

Analytical Skills

• Synthesize complex and diverse information
• Ability to challenge quotes
• Use intuition and experience to complement data
• Able to organise and effectively manage customer meetings
• Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
• Consultative approach to selling and problem solving
• Being cultural aware

Business Acumen

• Understands business implications of decisions
• Demonstrates knowledge of market and competition
• Aligns work with strategic goals
• Displays focus to profitability

Impact & Influence

• Pursues and wins support for ideas
• Displays ability to influence key decision-makers
• Achieves win-win outcomes
• Uses authority appropriately to accomplish goals
• Addresses divergent opinions

Innovation

• Displays original thinking and creativity
• Meets challenges with resourcefulness
• Generates suggestions for improving work
• Develops innovative approaches and ideas

Leadership

• Exhibits confidence in self and others
• Inspires respect and trust
• Reacts well under pressure
• Shows courage to take action
• Motivates others to perform well

Planning & Organization

• Prioritizes and plans work activities
• Uses time efficiently
• Plans for additional resources
• Integrates changes smoothly
• Sets goals and objectives

Presentation Skills

• Tailors presentation to audience needs
• Engages and focuses attention
• Presents information logically and persuasively
• Handles difficult questions and situations
• Inspires audience to action

Problem Solving

• Identifies problems in a timely manner
• Gathers and analyzes information skillfully
• Develops alternative solutions
• Resolves problems in early stages
• Works well in group problem solving situations

Product Knowledge

• Displays knowledge of products & solutions
• Responds to product & solutions questions
• Explains product & solutions features and benefits
• Matches products and solutions to customer needs

Strategic Thinking

• Develops strategies to achieve organizational goals
• Understands organization s strengths and weaknesses
• Analyzes market and competition
• Identifies external threats and opportunities
• Adapts strategy to changing conditions