Job Description:
MISSION
The Key Account Manager (KAM) manages and develops customer relationships, and develops future business opportunities in relation to the Defense and Space portfolio, in Indonesia. He/she:
- Focuses on building strategic, long-term customer relationships
- Acts as the “voice of the customers” towards Defense and Space (DS)
- Identifies business opportunities and supports their transformation into new business
- Contributes to setting up campaign teams, including campaign managers
- Is accountable for DS Key Account and Country strategic development
- Is responsible, directly or indirectly, for all business done with customers in the assigned territory and area of responsibility
KEY RESPONSIBILITIES
- Manages and develops close relationships with key customers and stakeholders (deliverable: Stakeholder mappings); provides a convincing view of the company’s portfolio considering the company’s regulations and policies; works with customers to transform their needs into high-level solutions
- Manages and develops account plans (covering opportunities, campaigns and country strategies, Sales Planning and Forecasting) based on country, customer, DS portfolio and competitor knowledge (deliverable: Account Plan); influences all necessary company and customer stakeholders to execute the account plan and underpinning strategies
- Provides a strategic vision on markets and drives the country strategy implementation; maintains an up-to-date and robust picture of short & mid-term business potential (via DS CRM tool)
- Identifies and develops business opportunities up to campaign-decision level (initiates and executes Maturity Gate 1); with Business Growth teams, supports further development of opportunities to bid-decision level (Maturity Gate 2)
- Proposes Order Intake objectives based on market & customer needs – for alignment & validation with Program Lines following the account plan
- May be appointed to lead the campaign- / deal negotiation in close cooperation with Business Growth and is responsible for campaign delivery (incl. win strategy and target price) (deliverable: Capture and Campaign Plan)
- Builds and maintains effective internal and external collaborations in full alignment with M&S Operations (TMO)
- Is the interface to Airbus Strategy and International for the assigned territory
MAIN STAKEHOLDERS
Customers, Business Growth, Commercial, Marketing, Sales Operations, Programme Lines, Finance, Airbus Strategy and International, Other Airbus Divisions
Personal & Interpersonal Skills
- Ability to build up intimacy thanks to excellent networking with key governmental stakeholders
- Communication skills and effective interpersonal skills appropriate for interacting with customers and stakeholders at all levels of the organization.
- Open for feedback
- Diplomatic in addressing issues to the right stakeholder
- Good analytical skills; ability to see the bigger picture and derive mid to long term recommendations on way forward
- Ability to balance and align varying interests of stakeholders
- Proactive, self-motivated and tenacious
Professional Skills
- More than 10 years experience in business development, account management, business development, marketing, aviation, engineering, or a related field
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, Aviation or related field
- Strong understanding of the defense market in Indonesia
- Negotiation skills & strong business acumen
- Strong knowledge and proven track record within Key Account Management
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:
PT. Airbus Indonesia NusantaraEmployment Type:
Permanent-------
Experience Level:
ProfessionalJob Family:
Sales, Marketing & Commercial ContractsBy 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 [email protected].
At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.
What We Do
Airbus is a global leader in aeronautics, space and related services. In 2020, it generated revenues of €49.9 billion and employed a workforce of around 130,000. Airbus offers the most comprehensive range of passenger airliners. Airbus is also a European leader providing tanker, combat, transport and mission aircraft, as well as one of the world’s leading space companies. In helicopters, Airbus provides the most efficient civil and military rotorcraft solutions worldwide.
Airbus is an international pioneer in the aerospace industry and a leader in designing, manufacturing and delivering aerospace products, services and solutions to customers on a global scale. We believe that it’s not just what we make, but how we make it that counts; promoting responsible, sustainable and inclusive business practices and acting with integrity. Our people work with passion and determination to make the world a more connected, safer and smarter place, on the ground, in the sky and in space.
