Skywise - Head of Commercial - Americas

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Job Description:

Skywise is a leading digital services company, wholly owned by Airbus. We deliver a first-of-its-kind offer that seamlessly integrates Planning & Operations Control, Flight, Technical, and Ground Operations. By providing interoperable digital solutions for end-to-end operations, Skywise combines aircraft manufacturer expertise and digital know-how to transform operational complexity into predictable and profitable performance, ensuring resilient and more sustainable operations.

The Head of Commercial - Americas is responsible for creating an annual sales plan which incorporates plans for achieving order intake and contract renewals. This role will also ensure that the appropriate sales strategy is in place for individual sales campaigns. They serve as the leader for a team of Commercial Directors, responsible for ensuring that the team is capable of meeting the organization’s current and future needs and engaging & motivating the team to achieve the organization’s objectives. This position will provide vision, direction, and management for the assigned group.

This role has direct accountability for sales process definition, sales sizing, territory management, efficiency planning, sales training, product training, and sales technology. The position will also be responsible for sales effectiveness reporting, methodology, and delivery mechanisms.

Primary Responsibilities :

• Order Intake and meeting business objectives:

• Organizing the region to deliver-on order intake
• Defining and executing a regional strategic plan
• Defining Key Accounts and delegate the execution of Key Account Development plans amongst the team
• Identifying strategic opportunities and delegating opportunities amongst the team
• Assisting in closing deals, with an emphasis on key, strategic accounts
• Leading sales campaigns for larger, high-profile campaigns
• Customer Satisfaction:

• Escalation point for customer relationship
• Representing customer and market requirements within Skywise
• Manage team:

• Champion a motivating culture of sales excellence with the team and drive results
• Recruit, train, and lead a high performing sales team
• Provide ongoing coaching, mentoring, performance management

4. Other duties:

• Ensure CRM data is consistently up-to-date with high-quality data
• Balanced pipeline management to increase velocity of deals moving to closure
• Americas region leadership representation
• other duties as assigned by the Head of Region

Education: Bachelors Degree in Engineering, Aviation, Business or a related discipline / MBA Preferred

Minimum Experience:

• 10 years in sales within SaaS or aviation
• 5 years managing a commercial sales team
• Contract and commercial negotiations experience

• Internal and external communication: able to effectively communicate strategy and global information to Sales, Customer Success Managers, Product Managers, Product Support Representatives (PSRs), and management throughout the Americas

Decision Making, Complexity:

• Capable of evaluating product pricing & contract terms to assess value and profitability of a sale to the company
• Assembling sales proposals that help advance organization’s strategic position in the market
• Determine priorities within the team to maximize resources to best achieve revenue goals and ensure customer satisfaction
• Understanding of IT infrastructure and technical composition of products sufficient to instill confidence with customers
• Understands large commercial airline flight operations sufficiently to make informed decisions in the best interest of the organization and the customer. Includes familiarity with airline regulatory environments within the assigned sales territory.

Travel Required: 50 % Domestic and International

Eligibility: Eligible for employment in Canada or the US

Direct Reports: 6-8 direct reports

What we Offer:

As part of the family, you’ll get to enjoy the following benefits:

• Being part of Airbus Network
• Flexible hours
• Vacation Days (15-24 days)
• Christmas Shut Down
• 12 Sick Days
• Training and Development Support
• Strong work-life balance
• Casual dress code
• Competitive group benefits plan
• Maternity & Paternity benefits
• Work travel ability
• Strong focus on mental health support benefits
• Generous pension scheme
• Access to Employee Share Scheme
• Learning and Development support
• Referral program
• Summer Core Hours
• Rewards and Recognition program
• Monthly Lunch and Learns
• Active Inclusion and Diversity Committee
• And much more!
  

AI Disclosure: No artificial intelligence tools are used to screen, assess, or select candidates for this role

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:
NAVBLUE US, Inc.

Employment Type:
Permanent

Experience Level:
Professional

Remote Type:
Flexible

Job Family:
Sales, Marketing & Commercial Contracts
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Airbus 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 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 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. 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. Employment with Airbus 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. Airbus reserves the right to revise or change job duties and responsibilities as the need arises. This position description does not constitute a written or implied contract of employment.By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus.Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief. Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to emsom@airbus.com .