Join Airbus (China) Enterprise Management and Services Co.Limited as a Key Account Management professional in Beijing, China. This permanent, full-time role involves managing key accounts, driving marketing and commercial operations, and developing local training programs.
Requirements
Master's degree or above is required.
10+ years of working experience in the China Aviation Industry, especially with Airbus suppliers or Airlines.
Proven project management experience.
Strong communication skills in both English and Chinese.
Knowledge of procurement is required; finance knowledge is a plus.
Skills & Responsibilities
Strategic Account Management: Anticipate customer needs and develop business opportunities through regional marketing strategies.
Commercial Operations: Negotiate and contract with customers, manage finance aspects, and ensure compliance with process requirements.
Stakeholder Management: Build trusting relationships and manage key stakeholders in complex situations.
Program Development: Architect and develop local training programmes and manage risk and opportunity.
Potential transition routes: People from aviation sales or project management roles may bring relevant commercial skills, alongside meeting the 10+ years of industry experience requirement.
Job description
Job Description:
A. Accountability
In line with the strategy of Airbus Beyond headquarter, the job holder should manage his/her responsible accounts in China and develop business and coordinate with headquarters to provide solutions to meet customer requirements. To adapt to the change of the regional market the job holder needs to drive continuous improvement and optimization during the implementation of the strategy. The job holder represents Airbus Beyond in front of his/her accounts in China and is responsible for:
Anticipating the customer needs and developing existing and new business opportunities in China through the regional marketing strategy
Generating sales in line with revenue generation & diversified revenue streams
Building a trusting & long standing relationship with clients to secure future business
Ensuring Airbus Beyond customers’ satisfaction & retention under his/her accounts
Making sure commercial success of delivery under his/her accounts
Architect and develop the local training programme including the sourcing as needed
B. Main activities
Marketing:
Investigate the market position and benchmark the solutions in China
Navigate the competition environment and market change to define the regional marketing strategy
Lead the marketing initiatives for the meaningful influence to customers(e.g. seminar, conference, communication...).
Leverage the new branding and strategy to engage with local partners
Commercial operation:
Propose and follow up the projects either partnerships with Chinese institutions and authorities, or the synergies with other regions to develop business opportunities
Anticipate, understand and influence the client's needs and liaison with faculties
Negotiate and contract with customers to reach commercial targets
Have the key stakeholder mapping and analysis for a reliable working relationship
Grow local business & revenue streams
Enrich local resources to meet customer requirements (both local and global)
Ensure the compliance to the process requirements (commercial, procurement, E&C, export control)
Manage finance aspects including customer payment, budget spent according to the budget
Performance Management:
Execute the plan, control and monitor the progress and report to HO Airbus Beyond in China on activities and results for the decision
Lead the commercial improvement project for the efficiency
Ensure and maintain good reputation, relationship with customers and partners
Protect Airbus Beyond IP in Chinese market
Continue a pool of local trainers in collaboration with Airbus Beyond trainers
Ensure the alignment and collaboration with Airbus Beyond Central
Development of local training programme:
Anticipate and define the requirements of the training programmes together with clients
Architect the overall solution and sourcing required solution to meet customer requirement
Ensure the quality deployment of the programme
Manage risk & opportunity along the programme lifecycle.
C. Outputs
Annual operation plan
Project deliverables as planned
Commercial and legal documents (Quotation, Training agreement , Cost Evaluation Form......) with proper archiving
Customer’s data base for the customer relationship management
Process clearance as regards to commercial, procurement, E&C...
KPI and dashboard management for Airbus Beyond in China operations
Reports and presentations as requested
D. Qualification, skill & competence
Master or above
+10 years of working experience in China Aviation Industry especially with Airbus suppliers or Airlines
A good team player with a strategic thinking
Customer focus and good at the stakeholder management in the complex situation
Strong communication skill - in English and Chinese, coaching experience or skill is a plus
Proven project management experience
Problem oriented with the mindset of continuous improvement
Good leadership to bring the team working together
Knowledge about the procurement, knowledge in finance is a plus
Travel as business need
This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.
Company: Airbus (China) Enterprise Management and Services Co.Limited
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