Accountabilities
The Commercial Account Director (CAD) is responsible for developing and maintaining a trustful long-term relationship with their assigned customers. Within the framework of the sales objectives / priorities set by the HO Sales, the CAD will lead, organize and coordinate the sales of aircraft and services portfolio to the assigned customers.
The CAD will develop, coordinate & implement the Global Account Strategy with the GAM team(s), to capture new business and expand existing business, whilst promoting a culture of Ethics & Compliance, business and service excellence along the entire Customer journey to ensure customer loyalty.
Main Activities
• Identify, qualify, lead and manage sales opportunities related to Aircraft; Lead and manage the Commercial Team (Services / Marketing / Contract / Customization / Sales Operations /...), and conduct sales campaigns to a successful conclusion, ensuring the best financial result possible.
• Be the main focal point for all customer commercial activities, facilitate and ensure cooperation between all internal and external stakeholders.
• Establish an open dialogue with the customers, to anticipate business constraints, goals and plans. Deliver solutions that generate value to both parties.
• Coordinate and lead the overall approach towards a given Customer at Airbus level by leading the GAM team and direct resources to achieve the Customer strategy and deliver on commitments;
• Facilitate the GAM team to ensure alignment on strategy and operational topics, ensure sharing of information within the GAM team and relevant stakeholders to ensure one voice to the customer. Ensure the required information is up to date and accurate.
• Anticipate risks and opportunities that may affect the sales opportunities or customer relationship and ensure proper and efficient involvement of Airbus management if and when necessary;
• Contribute to the annual AOP process in the identification & quantification of Aircraft and
• Services opportunities;
• Closely monitor customer satisfaction; ensure prompted and unprompted customer feedback is analyzed and properly treated by the GAM team, incorporating inputs into action plans. Maintain the feedback loop both internally and with the customer;
• Prepare regular reports and briefings for Airbus top management;
• Use relevant processes/tools;
• Participate and assist with the organization and coordination of industry events such as
• demonstration tours / airshows, as well as specific customer conferences and gatherings;
• Facilitate & coordinate direct interactions between Commercial Directors - Services and the customer in order to ensure both quick turn-around time & communication consistency.
Outputs
- Achieved AOP Objectives (quantitatives & qualitatives) for Aircraft Sales and deliveries;
- Improved customer loyalty and increased future sales as a result of trustful relationship with customers;
- Focused, collaborative and fully functional GAM team.:
• A customer strategy executed to achieve the best commercial outcome for Airbus and our Customers.
• Up to date and accurate: generic information, operational information, visit planning and reporting, continuous executive briefing and global account strategy in Salesforce.
• Implementation of Customer feedback action plan and maintenance of a feedback loop internally and with the Customer
