Commercial Director Navblue APAC Job at Airbus (Singapore Area)

Job Description

The Commercial Director serves as the primary point of contact for Customer relationships for NAVBLUE. The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of NAVBLUE products and services solutions and featuring at least 1 strategic account and several strategic opportunities for NAVBLUE. A Commercial Director contributes to building and maintaining long-term relationship with a group of Customers and generally stays with Customers for the lengths of their relationship with the company. This role is responsible for all commercial related activities, including but not limited to, identifying new business opportunities, contributing to the development of appropriate marketing strategy, establishing and nurturing relationships with customers, and providing strategic guidance and oversight on management of customer contracts, while abiding by NAVBLUE standard operating procedures.

Job Responsibility

Serve as the primary point of contact for Customer relationships for NAVBLUE
Responsible for an assigned territory and/or portfolio of customer accounts
Contribute to building and maintaining long-term relationship with a group of Customers
Responsible for all commercial related activities, including but not limited to, identifying new business opportunities, contributing to the development of appropriate marketing strategy, establishing and nurturing relationships with customers, and providing strategic guidance and oversight on management of customer contracts
Achieve business objectives in line with directions and strategy set by NAVBLUE’s management
Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests
Act as the Customer’s advocate within NAVBLUE
Create “High – Wide & Deep” customer relationships with decision makers and maintain an awareness of issues affecting customers
Develop a deep understanding & anticipate individual Customers’ needs through regular attendance on-site with the customer
For a limited list of key accounts within the assigned territory and/or portfolio of customer accounts, contribute to the establishment and support the implementation of a strategic account development plan, and facilitate efficient coordination with Airbus global account management team for the said account, if and where appropriate
Identify new business opportunities through additional product lines, features and service
Create and execute at least 1 Key Account Development Plan with customer(s) designated as a NAVBLUE global strategic account
Define and drive the long-term business growth and relationship strategy
Effectively manage, influence, and align a diverse, multi-functional team of both internal and external stakeholders (up to and including C-level executives)
Lead and direct NAVBLUE's engagement with the customer, including involvement of NAVBLUE's Executive Management team
Identify and execute at least 3 to 4 strategic opportunities at company and/regional levels that are high value and impactful to the company and are continuously qualified in the NAVBLUE pipeline often requiring regular engagement with internal and external stakeholders (up to and including C-level executives)
Create and execute efficient customer site visits in accordance with Key Account Development Plan and departmental guidelines and deliverables
Maintain personal expertise of the NAVBLUE product portfolio such that the responsibilities of the Commercial Director role can be fulfilled
Manage established processes for determining priorities and billable nature of work requests by customers
Relay pricing of estimates and quotations to the customers as required
Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues
Maintain efficient and timely communications with customers – with emphasis on in person or telephone communication
Be proficient in the use of NAVBLUE’s CRM tools to maximize the return on key ratios for visits and proposals
Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities
Support the contract renewal process by facilitating discussions on terms, conditions, pricing, and commitments aiming to enhance profitability and business relationship with customers
Provide input for the development of commercial strategies, tactics, price target settings, and action plans, based on local market insights, to support efforts to to penetrate and grow awareness of NAVBLUE’s solutions and find new business opportunities for the sales of NAVBLUE’s solutions in the assigned territory and/or portfolio of customer accounts
Enhance business relationship with customers through effective communication and continuous engagement
Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers

Requirements

Bachelor’s degree or equivalent experience
7-10 years of complex sales/marketing/account management experience
Demonstrated knowledge of airline flight operations, or practical experience in flight operations
Demonstrated understanding of airline/aviation IT and application software
In-depth knowledge of airline industry
Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills
Project management and strategic account planning skills
Willingness to travel considerably as required
Technical Systems Proficiency: Sales Force
Travel Required: Up to 70% Domestic and International

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Commercial Director Navblue APAC

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