Head of Military Sales

Job Description:

A. Job Description

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

• The key accountability is to lead military sales in the region (i.e. India, Bangladesh, Nepal, Sri Lanka, Bhutan & Maldives), in close cooperation, for the Indian campaigns, with the Head of ‘Make in India’ programmes and Integrated Campaign team leader.

• Lead a team of military sales managers to deliver on the above accountability. 

• Drumbeat stakeholders in HQ in a MFT mode to prepare RFI/RFP responses, offers, contracts, indigenous content proposals, etc. 

• Prepare robust campaign strategies with a clear path to win, incl. process and decision matrix mapping.

• Prepare and lead interactions with military customers and industrial players.

• Foster customer loyalty, accountable to represent 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, communications and 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 military customers, decision makers, understand their expectations by constantly assessing & improving the relationship by actively listening and clarifying their needs and requirements. 

• Ability to provide precise information to respond to customer needs and requirements and articulate a winning value proposition leading into future business / sales potential in order to ensure a successful and sustainable relationship.

• Knowledge and understanding of the Indian Defence Procurement processes.

• Ability to clearly and exactly design & write a compelling storyboard and proposal, meeting the customer’s / reader's needs. Ability to take decisions within the company’s regulation frame-work (guidelines, policies) and amend proposal/contractual documentation to reflect any changes. Ability to analyse risk and plan mitigation.

• Knowledge of or ability to understand industrial activities linked to the production of complex machineries.

• Ability to adapt and use multiple forms of interaction styles to convince and/or persuade people / stakeholders to follow ideas and proposals.

• Ability to negotiate and influence using reasoned advocacy in order to gain buy-in as well as using facilitation techniques to manage situations of conflict.

• Ability to work and communicate in a multicultural context and to interact with people of different cultural backgrounds in a constructive manner to achieve commonly accepted results.

• Ability to develop a positive, trustful and long-term relationship between stakeholders.

• Ability to implement applicable company policies (Ethics and Compliance, Export Control, Gift and Hospitality, Sponsorship & Donations, etc), processes and tools related thereto.

• Ability to use and continuously update in-depth knowledge of the company's products, services and solutions portfolios.

C.   Experience & other requirements

• 20+ years in the aerospace and / or military campaigns and / or complex industrial project management at senior level.

• Already exposed to the international business environment. 

• Excellent spoken and written English. 

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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