Airbus Americas
  • 28-Sep-2022 to 30-Nov-2022 (EST)
  • AA10702055 - Commercial Services Latam
  • Miami, FL, USA
  • Market competitive salary
  • Base + Bonus
  • Full Time

This position offers the following benefits: Medical insurance, Prescription insurance, Healthcare Advocacy, Employee Assistance Program, Health Savings Account, Paid Vacation, Paid Personal/Sick Time, Paid Holidays, Bonus(es). After one year of service, can elect to participate in 401(k). These are our current benefit offerings for the 2022 plan year and are subject to change without notice.


Airbus is an international pioneer in the aerospace industry. We are a leader in designing, manufacturing and delivering aerospace products, services and solutions to customers on a global scale. We aim for a better-connected, safer and more prosperous world.

A commercial aircraft manufacturer, with Space and Defense as well as Helicopters Divisions, Airbus is the largest aeronautics and space company in Europe and a worldwide leader.

Airbus has built on its strong European heritage to become truly international - with roughly 180 locations and 12,000 direct suppliers globally. The company has aircraft and helicopter final assembly lines across Asia, Europe and the Americas, and has achieved a more than sixfold order book increase since 2000.


The Commercial Director - Training Services (CD-S) is accountable for contributing and implementing the Global Account Strategy for the Airbus Training Service Line in Latin America, specifically:

  • Being the advocate of the Airbus training portfolio,
  • For all standard offers which can be set up regionally, building training services offers, including pricing and all other terms and conditions, capitalizing on his/her expertise of the Training Business line,
  • For all other offers, coordinating and collaborating with the central pricing and offering team to build training services offers,
  • Running training services sales campaign and negotiations from early marketing all the way to contract execution and full implementation, in coordination with the Commercial Account Director (CAD) and other internally constituencies,
  • actively participating in and collaborating on aircraft sales campaigns by bringing expert knowledge and experience of the Airbus Training Services Line.

In addition, the Commercial Director - Training Services (CD-S) has specific accountabilities associated with the Airbus Training Services Line (as specified below).

Dimensions

To contribute to the achievement of the yearly services targets in terms of:

  • sales Order Intake targets,
  • market share,
  • product, market and customer-specific goals, and
  • any other allocated objectives

Primary Responsibilities

A - Feedback from the market

  • - Provide regional market demand to central marketing and the Airbus Training Service Line
  • - Build and maintain the regional Airbus Training Service Line marketing strategy & sales pipeline: marketing plans, leads identification, AOP plans (market view) in line with the Global Account Strategy
  • - All these activities should be run in full alignment with Services marketing and Services Pricing & Offering central team, for alignment with commercial policies, product offering and commercial strategy
  • - Identify early adopters and repeat customers

B - Contribute to & implement Global Account Strategy and Promote services

  • - Based on the regional Services marketing strategy and sales pipeline (marketing plans, leads identification, AOP plans...), contribute to the Global Account Strategy definition for customers in Latin
  • - Actively promote the Airbus Training Service Line portfolio (not only within the frame of an on-going sales campaign) in coordination with the Commercial Account Director
  • - Customize Training Services Marketing Content, starting from the general contents produced by the Training Services product marketing team
  • - Participate to trade shows, events, conferences in the region in coordination with Airline Marketing team members

C - Sales campaigns

  • Develop strong level of intimacy with the customers of the assigned portfolio at all levels under the lead of the GAM team
  • Create/update Capture Plans when relevant
  • Identify, and when appropriate, lead, negotiate and close sales opportunities towards those customers and across the Airbus Training Service Line portfolio. Coordinate with Airbus affiliates (Satair, Navblue...) when needed.
  • Monitor closely customers' satisfaction, escalade to CSD & Airbus Training Service Line, and be alerted on deliveries potential issues;
  • Maximize cooperation within the regional services marketing and sales team to expand the sales opportunities beyond the assigned Airbus Training Service Line, identify packages & integrated offers opportunities. For combined offer (aircraft + services) ensure close collaboration with sales contracts negotiators
  • Provide feedback and lessons learnt from the won or lost campaigns;

D - Create and release offers

  • Ensure delivery to the customers of Services commercial offers and ROMs on time and quality, in accordance with the Sales Process.
  • Prepare and release the standard offers as defined below, as per the guidance and policy defined by Services Offering & Pricing team and in accordance with the Sales process
  • For the sake of clarity, the simple and complex offers preparation is under the accountability of the Services Offering & Pricing team.

E - Contribute to the yearly planning cycle and the regional Sales Funnel

  • Contribute to the annual AOP process in the identification & quantification of opportunities in the region

G - Training Services specific accountabilities

  • Monitor full implementation of training sales contracts with purchase order received and invoices sent in a timely manner, in coordination with the Training Sales Operation for each project.
  • Until other internal re-organizations are completed, continue to lead training conferences and support entry into service meetings with customer as training focal point.
  • Ensure continuous update of SalesForce with reports outlining all business opportunities within the region.
  • Ensure accurate forecasting of business opportunities within the region and for assigned customers
  • Collaborate with senior leadership on development of long term strategic plan and business development projects.
  • Collaborate with the GAM team to monitor customer satisfaction concerning training deliverables and initiate actions as necessary for improvement. Participate in regular meetings with Key Account Managers [GAM Team] to assess customer feedback and develop proposals to address same.
  • Perform other duties as assigned.

Qualified Experience / Skills / Training

  • Eight (8) plus years' experience in aviation training services sales
  • Technical background in aviation or engineering preferred
  • Commercial aviation experience with relevant knowledge in evaluating customer needs
  • Direct and/or indirect sales of aerospace products and services
  • Knowledge of aerospace contracts and negotiation
  • Current knowledge of aviation regulations
  • Knowledge of airline operations
  • Demonstrated excellent written, verbal and telephone communication skills
  • Demonstrated effective customer service skills and problem solving abilities
  • Demonstrated leadership ability and interpersonal skills
  • Ability to multi-task and handle numerous assignments simultaneously
  • Ability to work in a team environment while being a dynamic, innovative and creative individual contributor
  • Proficiency in Microsoft Office applications and job related applications/tools
  • Must be fluent in both Spanish and English, both written and verbal

Education / Special Qualifications

  • BS or BA degree from an accredited four year college or university; or equivalent combination of education and experience
  • Must have the ability and willingness to travel up to 50% per year, both domestic and internationally

Licensure/Certifications

  • None

Competencies

Customer Business & Operations - Customer expectations & needs - Interact and Influence - Manage external customer relationship - Market & competition Analysis - Marketing argumentation - Products, Services & Solutions portfolio (Marketing - Sell process)

Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages)

  • Demonstrated excellent written, verbal and telephone communication skills
  • Demonstrated effective customer service skills and problem solving abilities
  • Demonstrated leadership ability and interpersonal skills
  • Ability to multi-task and handle numerous assignments simultaneously
  • Ability to work in a team environment while being a dynamic, innovative and creative individual contributor

Travel Required: up to 50% Domestic and International

Eligibility

  • Authorized to Work in the US

Clearance

  • None

Equal Opportunity

Airbus Group is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Airbus Group is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

As a leader in our field, Airbus Group provides relocation assistance for qualified positions and a comprehensive compensation and benefits package.

Airbus Group does not offer tenured or guaranteed employment. Employment with Airbus Group is at will, meaning either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice.


Full Job Description
Airbus Americas
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