Head of Civil & Parapublic Sales

Job Description:

A. Job Description

• This role reports directly to the Airbus Helicopters Head of Region - India & South Asia.

• The key responsibility is to lead the sales portfolio across Civil & Parapublic markets in the region (India, Nepal, Bhutan, Bangladesh, Sri Lanka, and Maldives).

• Lead a team of Key Account Managers (KAMs) and act as the primary commercial bridge, working in close alignment with internal departments (Marketing, Engineering, Legal, Finance, and Support & Services) to ensure cohesive market strategies and smooth execution.

• Develop, direct, and execute overarching sales strategies for the region. Take ultimate accountability for generating new qualified leads, converting them into bookings, and ensuring the seamless delivery (Entry Into Service) of the sold helicopters.

• Architect and execute a dynamic, multi-country strategy tailored to assigned market segments to drive sustainable business growth.

• Enforcing the commercial policy and ensuring the team achieves all booking targets and overarching financial objectives.

• Foster customer loyalty and be accountable for representing internally the voice of the customer in a balanced way.

• Develop strong knowledge of AH’s product portfolio (platform and services) to provide product knowledge and operational credibility during discussions with external stakeholders.

• Develop strong knowledge of Airbus Helicopters Offer Process to ensure timely involvement of key internal stakeholders.

• Pro-actively support in the building of regional strategy, and leadership presentations.

B.   Competency Description

• Winning mind-set, perseverance, communication & project management skills. Fortitude to build and win business in a fast-growing, complex and competitive region.

• Ability to set up, motivate and lead a highly driven, results-oriented and passionate team (direct & MFTs).

• Ability to build strong relationships with customers and prospects, understand their expectations by constantly assessing & improving the relationship by actively listening and clarifying their needs and requirements.

• Ability to enforce commercial, pricing, and distribution policies and processes (e.g., sales funnel, demand management) across the department.

• Ability to consolidate, validate, and report highly accurate departmental forecasts to leadership.

• Hold ultimate accountability for the accuracy, currency, and integrity of data within CRM tools across the entire team.

• Ability and mindset to work in tight coordination with cross-functional teams to ensure a unified "ONE VOICE" approach to the market.

• Lead the preparation of winning offers, ensuring accurate sales inputs (capture plans, sales strategies, strategic papers, etc) based on deep market knowledge.

• Ability to negotiate and conclude high-level contracts within commercial policy mandates.

• Proficiency in guiding teams through complex sales cycles, from initial lead generation to contract closure and final aircraft delivery.

• Ability to act as the senior ambassador for the company to key customers and external stakeholders, ensuring alignment with internal teams and Airbus Values.

• Drive the continuous improvement of Customer Satisfaction in line with the Regional Customer Satisfaction Plan, identifying and measuring all key sales drivers.

• Ability to break down silos and work effectively alongside other department heads to align sales objectives with broader organizational goals.

• Promote and lead by example in living the Airbus Values every day. Ability to implement applicable company policies (Ethics and Compliance, Export Control, Gift and Hospitality, Sponsorship & Donations, etc.), processes and tools related thereto.

C. Key Skills Required

• Proven 15+ years of professional experience, with at least 10 years in Sales and 5+ years in a senior leadership or team management role.

• Must have a proven track record of developing and implementing successful sales strategies in India and/or the broader South Asia region.

• Prior experience in the Aviation industry is highly preferred.

• Advanced negotiation skills, stakeholder management, and a deeply ingrained customer-centric mindset.

• Extensive prior experience in structuring, negotiating, and overseeing high-value, complex contracts.

• Strong drive for success and embraces a results-driven environment and possesses a high level of comfort with owning and consistently achieving ambitious sales goals. 

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.

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