Airbus Americas
  • 09-Mar-2018 to 08-Apr-2018 (EST)
  • AA11003048 - SL Latin America (Customer Support/Sales and Marketing)
  • Miami, FL, USA
  • Full Time

Airbus is a global leader in aeronautics, space and related services.  In 2015, Airbus generated revenues of 64.5 billion and employed a workforce of around 136,600. 

Airbus is a shareholder of the missile systems provider MBDA, a major partner in the Eurofighter consortium and owns a 50% stake in ATR, the turboprop aircraft maker, and Airbus Safran Launchers, the Ariane launcher manufacturer. 

Airbus is a leading global manufacturer of Commercial Aircraft comprising highly successful families of aircraft ranging from 100 to over 600 seats.  In Defense and Space, Airbus is a European leader providing tanker, combat, transport and mission aircraft as well as space systems, equipment and services.  In Helicopters, Airbus is the world's No. 1 civil and parapublic helicopter manufacturer offering the world's widest range of civil and military helicopters.

Position Summary: Within the framework of the sales objectives/priorities set by the HO Services Sales and Regional HO Services Sales Latin America and in line with the strategy of Customer Services and Aircraft sales, the Jobholder shall lead, organize and coordinate the sales campaigns within his assigned customers and services portfolio (Upgrades, Maintenance, IMS and Training Services) to a successful end by efficiently using all available resources (Product Sales Managers, Sales Operations Managers, Marketing Manager, BL experts...). The jobholder is accountable for securing the corresponding AOP Order Intake targets (80 to 100 MUSD yearly).


The Services Sales Director is the single point of contact for the airline as it relates to Airbus Services. The Jobholder will work together with Aircraft Sales Director on all aircraft RFP to achieve Airbus overall Commercial objectives by ensuring the sales of services as a key enabler of aircraft sale.


The Services Sales Director is responsible for developing a thorough knowledge of assigned customers up to board of directors; organize and lead the sales contract negotiation; lead and manage the cross functional services sales teams during the sales campaigns; and maintain customer relationship after contract is signed and delivered.


Primary Responsibilities:


  1. Description: 50% Being the single point of contact for the airline as it relates to all Airbus Services, the Services Sales Director will develop a thorough and intimate knowledge of assigned Sales Account:
  • Establish regular contacts and develop confident relationships and intimacy at all levels of the customers up to Board Of Directors
  • Gather and share key intelligence from the region and assigned customers (culture, dynamics, organization, etc...)
  • Identify the key factors in the airline decision making process and develop product and associated marketing concepts, tactics and incentives to influence the customers' evaluation of the Airbus Services Offer
  • Anticipate risks and issues which may affect the sales campaign and ensure proper and efficient involvement of Airbus Senior Executives if and when their contribution is necessary


  2. Description: 30%

The Services Sales Director will lead and conduct the services sales campaign to a successful end and beyond in order to achieve portfolio Order Intake targets with agreed AOP financial conditions


  • Individual yearly Order Intake objectives of 80 to 100 MUSD
  • Plan sales and sales related activities in line with priorities, objectives and timeline established by management
  • Develop innovative sales packaging approach (including but not limited to Satair, Navblue, Aircraft Sales...), with the aim of optimizing the efficiency and profitability of the deal proposed for both parties benefit


The Services Sales Director will lead and manage the services sales team during the sales campaign


  • Coordinate and inspire all needed resources on the campaign. Obtain support from all relevant experts within Airbus, lead and manage the ad hoc sales campaign team, controlling all Airbus/Airline interfaces during the campaign
  • Efficiently coordinate multiple stakeholders and relevant actors with strong and permanent liaison with Aircraft Sales, CSDs and Services Business Units in Europe
  • Organize and lead regular account meetings and events to align strategy with all internal stakeholders in Airbus Group best interest
  • Ensure proper and efficient involvement of Airbus Senior management if and when their contribution to a sales campaign is necessary


The Services Sales Director will maintain the customer relationship after contract's signature and service delivery


  • Monitor closely customers' satisfaction
  • Identify new opportunities/targets through liaison with Customer Affairs, Marketing, other Airbus and Airbus Group organizations
  • Watch customers' economics and financial shape with the view to give to the management advance warning in case of problems or defaults
  • Assist in devising appropriate solutions to potential problems and their settlement with customers


 3. Description: 20%

The Services Sales Director will be responsible for the definition of the sales strategy toward his assigned customers and will coordinate the associated necessary business development.


  • Create and update capture plans when relevant by leading all internal actors (Marketing Directors, CSDs...)
  • Lead and manage the Deal Committee in order to qualify prospects so that team keeps good focus and hit rate improves;
  • Feedback insights to the sales teams and HO regions that may impact strategic worldwide deals prioritization;
  • Use relevant processes/tools and feedback needed updates;
  • Set-up lessons learnt to share best practices within worldwide Services Sales Team
  • Contribute to the annual AOP process in the identification & quantification of opportunities.

 Qualified Experience / Skills / Training:


  • Four-year college degree with post graduate aviation related studies
  • Business School with Executive MBA would be a plus



  • Minimum of eight years of commercial aviation experience with particular emphasis on Latin America and Caribbean
  • International experience in an Airline, OEM or MRO required.


Knowledge, Skills, Demonstrated Capabilities:

  • Good technical knowledge of aircraft, probably gained through education and/or experience
  • Strong and comprehensive understanding of Services by Airbus portfolio (Satair, Navblue, Upgrades, Maintenance, Training) with value propositions and differentiators
  • Excellent practice of English and Spanish, good knowledge of French
  • Able to negotiate and persevere in adverse circumstances
  • Strong negotiation skills and successful track record of major deals
  • Knowledge of Latin America and prior experience in the region definitively a plus
  • Team player, ready to assume a subordinate role if tactically necessary, but also able to lead a team and to coordinate cross-functionally
  • Broad culture, facilitating adaptation
  • Strong interpersonal skills
  • Ability to be exposed and to work under pressure
  • Direct or indirect management experience
  • Good listener, able to understand his interlocutors' perception
  • Pro-active and creative
  • Able to get the big picture and defend Airbus' interests

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

  • Excellent practice of English and Spanish, good knowledge of French
  • Excellent oral and written communication skills. Ability to conduct formal presentations to internal and external clients
  • Strong interpersonal skills


Travel Required:

  • 75% mainly international (Latin America and Europe)

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

Airbus in America provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, pregnancy, marital status, veteran status or other legally protected status. In addition to federal law requirements, Airbus in America complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, demotion, termination, layoff, recall, transfer, leaves of absence, compensation, benefits and training.

Airbus in America expressly prohibits any form of workplace harassment based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, pregnancy, marital status, veteran status or other legally protected status. Improper interference with the ability of Airbus' employees to perform their job duties may result in discipline up to and including discharge.

As a matter of policy, Airbus does not sponsor visas for US positions unless specified. Only applicants with current work authorization will be considered.

Airbus does not offer tenured or guaranteed employment. Either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice.

Airbus Americas
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