SKYWISE Commercial Director India and South Asia

Commercial Director Responsibilities

• Understand and Analyze the customer’s flight and technical operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Maintain expertise on Skywise and partner products in order to help identify up-sell opportunities, and solve customer pains with Skywise solutions, updating customers on new products and technology where appropriate.
• Build “High–Wide & Deep” relationships with decision makers and maintain an awareness of issues affecting customers.
• For a limited list of strategic accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.
• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.
• Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines, features, and services.
• Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.
• Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of Skywise solutions in the assigned territory and/or portfolio of customer accounts
• Prepare and present clear, compelling and persuasive sales presentations.
• Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.
• Be proficient in the use of Skywise CRM tools and apply the sales process to maximize the return on key ratios for visits and proposals.
• Attend trade shows and user conferences as required.
• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.
• Coordinate between Skywise internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

Knowledge, Skills, Demonstrated Capabilities & Competencies

• English, other languages in South Asia region would be a plus
• Demonstrated knowledge of airline flight and technical operations, or practical experience in both domains
• Demonstrated understanding of airline/aviation IT and application software
• In-depth knowledge of airline industry
• Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.
• Project management and strategic account planning skills
• Achievement and results oriented
• Willingness to travel considerably as required
• Able to function and work independently and confidently
• Possess drive and perseverance to ensure all opportunities are uncovered and pursued
• Display strong entrepreneurial and mature spirit
• Highly independent and hands-on leader
• Effective team player in the organization
• Possess high level of energy and integrity
• Excellent communicator, articulate and persuasive
• Sales Force knowledge

Travel Required

Employment Type

Job Family