Key Account Management

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

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts <JF-MC-VE>

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