Head of Business Development UAS - Defence and Security

Job Description:

The Head of (Ho) Business Development Unmanned Aircraft System (UAS), Defence and Security APAC will lead an integrated UAS Business Development (BD) team (North Asia, South East Asia, Australia and New Zealand). The jobholder requires achieving ambitious annual booking and sales targets, strategically managing the sales funnel, and providing accurate bookings forecasts. In order to achieve this, the Jobholder will ensure the Airbus Helicopters (AH) APAC Region Sales Team is adequately supported to identify and pursue targeted opportunities.

The jobholder contributes to the product roadmap based on market intelligence, actively gathers insights into competitor strategies and products. 

The jobholder will lead and manage teams (direct/ indirect) to drive annual sales and booking results, successfully exceeding both unit and revenue targets.

• Actively manage and progress opportunities within the sales funnel.

• Reach and exceed established margin targets for all sales activities.

• Sell hardware and services, including comprehensive support and training packages.

• Cultivate strong customer relationships through proactive engagement, including periodic customer  visits.

• Ensure the sales team effectively develops customer opportunities aligned with company targets and strategically manages the sales funnel from lead generation to closure.

• Lead competitive intelligence efforts by continuously tracking competitor products, sales performance, and strategic direction. Deliver actionable comparative reports crucial for guiding company strategy. Centralize the collection of regional marketing data to ensure comprehensive support for corporate efforts.

• Interface collaboratively with the Programs and Operations departments to guarantee aircraft deliveries meet both customer expectations and company quality standards.

• Serve as the critical link between customer requirements and internal execution, expertly negotiating demands and communicating specifications to sales and delivery teams for successful closure.

• Proactively create, initiate, and help coordinate impactful sales and demonstration programs to cultivate additional UAS sales opportunities.

• Provide accurate and timely bookings forecasts to inform strategic decision-making.

• Provide the Regional Management Team with comprehensive data to facilitate the development of accurate sales forecasts, strategic objectives, actionable plans, and realistic budgets.

• Drive sales performance by effectively coaching and mentoring team members, ensuring individual growth and collective achievement of departmental targets

• Coordinate effectively with the global network of UAS champions to leverage expertise and maximize opportunities.

• Manage marketing activities in close coordination with Airbus Helicopters' marketing and communication departments to ensure brand alignment and leverage synergies.

• Develop and execute strategic marketing campaigns that effectively respond to and capitalize on marketplace dynamics and evolving trends.

• Supervise the development of impactful sales promotional materials.

• Ensure the accuracy and meticulous maintenance of all customer interaction records and sales funnel opportunities within the CRM system.

• Prepare insightful and comprehensive reports presenting key data and performance metrics.

• Proactively communicate key performance indicators and strategic recommendations to management.

• Develop clear and concise internal reports and contribute to informative briefs for management and relevant stakeholders.

Requirements:

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 Helicopters Southeast Asia Pte Ltd

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

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

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