Senior Manager, Key Account Sales & Support

Senior Manager, Key Account Sales & Support

Airbus Helicopters is looking for a Senior Manager, Key Account Sales & Support to join our team based in Grand Prairie, TX.

In this challenging, yet very rewarding role, you will be the primary focal point, liaison, and interface for all customer support issues involving logistics, logistical planning, and business requirements; providing solutions and alternatives for strategic and operational needs under the director of the VP of Support. You will also provide key messaging related to Airbus Helicopters Commercial Policy and participate and contribute to strategic planning as it relates to specific key customers and accounts. In addition, you will be responsible for the development of new sales team members and related services under direction of the VP of Sales and Marketing.

Your working environment is Grand Prairie, a suburb just outside the Dallas-Fort Worth metropolitan area, home to Airbus Helicopters U.S. regional headquarters, where we have more than 1,000 employees. Check out one of the seven professional sports teams that also call Dallas home - you may even see a special, custom Airbus helicopter dedicated to the Dallas Cowboys flying during home games.

How we care for you:

• Financial rewards: competitive base salary, incentive compensation which may include profit sharing schemes, retirement savings plan and the ability to participate in an Employee Stock Ownership Plan ("ESOP")
• Work/life balance: paid time off including personal time, holidays and a generous paid parental leave program.
• Health & welfare: comprehensive insurance coverage including medical (traditional and high-deductible health plans), prescription, dental, vision, life, disability, Employee Assistance Plan ("EAP") and other supplemental benefit coverages.
• Individual development: upskilling and development opportunities through our global Leadership University, including unlimited access to 10,000+ e-learning courses focusing on ways to develop your employability, certifications, career path as well as the opportunity to participate in accelerated development programmes and both national and international mobility.

Your challenges:

• Sales responsibilities: 40%
• Maintain contact with key customers by regular and/or monthly visits to their sites;
• Generate key customer opportunities and sales leads;
• Successfully negotiate, book, and deliver aircraft as required to meet annual sales targets;
• Ensure the success of aircraft demonstrations as required;
• Compile data and prepare market analysis and forecast presentations;
• Assist in the development of marketing and sales strategies focused at key customer sales of all AH products and services;
• Attend local and national trade shows and exhibits as required for purposes of developing new business and public relations activity;
• Maintain knowledge of competitor's products and sales activities, and possesses an awareness of the comparison to AH products and services;
• Interface with the Programs, Customer Support, Marketing, and Strategy departments to ensure aircraft deliveries, operations, and forecasts are in accordance with customer and company standards as required;
• Support responsibilities: 40%
• Customer interaction for intelligence gathering and preparation for analysis;
• Adapt a clear, simple and efficient mode of communication;
• Understand customer dynamics, operational and strategic goals, business requirements;
• Create a collaborative action plan and present a status on actions closure along with progress on previous customer concerns resolution;
• Manage the customer issues, concerns and complaints;
• Stay aware of the issue, follow the resolution and be able to discuss with the Customer ensuring issues On-Time and On-Quality resolution;
• Organize performance reviews with Customers;
• Understand the Customer dynamics, operational and strategic business requirements;
• Visit customers monthly, as appropriate, in coordination with other departments;
• Communicate, coordinate and facilitate the operational needs of the customer with the internal functional departments for the appropriate messaging to the customer;
• Serve as Customer's point of escalation so issues are resolved on an exceptional basis;
• Work cross-departmentally to resolve the Customer's issues, ensuring that each department keeps their commitments;
• Communicate S&S Discipline's contents;
• Crisis management facilitator;
• Report preparation;
• Provide guidance for achieving operational targets;
• Manage customer issues, concerns and complaints;
• Analyze activity levels related to customer's operation such as flight hours, parts consumptions, future trends with reach back to functional specialist to provide further analysis and insure key players provide essential reports;
• Analyze current process flows and propose enhancements to enhance the customer experience;
• Collect Customer's feedback;
• Provide root cause analysis as required for process improvements;
• Provide guidance from a logistics perspective for key planning decisions;
• Metric assessment, analysis, and reporting: 10%
• Maintain accurate records of customer interaction and sales funnel opportunities within company CRM system;
• Prepare necessary reports presenting key data for the end customer;
• Communicate to customer base key performances and recommendations for mutual benefit;
• Prepare internal reports and contribute to briefs;
• Manage internal communications with management and support departments;
• Sales training: 10%
• Train new Regional and Market Segment Managers in how to develop customer oriented solutions in changing market conditions;
• Interface and train Market Segment Managers and Regional Sales Managers to ensure their prospecting and sales activity supports market and regional strategies;

Your boarding pass:

• Bachelor's degree, management and/or equivalent combined education and experience.
• Requires a minimum of 10 years of experience in aviation (aircraft or helicopters), a minimum of 5 years of which must have been within the helicopter/aviation industry.
• Strong sales and marketing techniques.
• Must possess the ability to generate a strong network of helicopter operators within any region or aviation market segment.
• Must have a proven track record of generating new leads and supporting their progress through the sales funnel.
• Computer proficiency: MS Office applications (such as PowerPoint, excel), Salesforce (or similar CRM experience), SAP. ERP systems, SAP application, Microsoft Office Suite, and maintenance management systems proficiency.
• Prior experience as helicopter pilot or aircraft maintainer is preferred.
• 60% Domestic and International travel availability.
• Authorized to Work in the US.

Physical requirements:

• Onsite or remote: 40% Onsite
• Vision: able to see and read computer screens and other electronic equipment with screens, able to read documents, reports and engineering drawings. Daily
• Hearing: able to participate in conversations in person and via teleconference or phone and to hear sounds on the production floor including safety warnings or alarms. Daily
• Speaking: able to speak in conversations and meetings, deliver information and participate in communications. Daily
• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. Daily
• Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally
• Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally
• Pushing / Pulling: able to push and pull small office furniture and some equipment and tools. Occasionally
• Sitting: able to sit for long periods of time in meetings, working on the computer. Frequently
• Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving.
• Standing: able to stand for discussions in offices or on the production floor. Occasionally
• Travel: able to travel independently and at short notice. Frequently
• Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces. Daily
• Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required