Sales manager

Job Description

Safran Aerosystems (SAO) designs and builds high-tech solutions that enhance aircraft performance and flight safety. It is the world leader in inflatable safety systems (evacuation slides, flotation devices for helicopters) and crew oxygen systems, and is a major player in the market for fluid management systems (fuel, oil, air, water).

The Customer Support & Services organisation (CSS) supports its customers in the operation of their equipment through a worldwide after-sales network made of five service centers in Europe (France and UK), Middle East, United States and Asia. CSS is the SAO aftermarket focal organisation to airlines, helicopter and business jet operators as well as MRO and business partners. CSS provides spare parts, repairs services, BFE equipment, commercial retrofits campaigns, long term support, training, etc.

Based in Dubai (UAE), reporting to Sales Director EMEAI, the Sales Manager is accountable to meet the sales objectives for products and services on its area of responsibility (customer allocation will be a mix of existing customers, prospects and business development opportunities in Middle East, Africa and India, defined at the on-boarding).

Main Missions:

1. Meet and exceed the spares Order Intake, MRO Sales and Sales objectives within its assigned area of responsibility.
2. Prepare or assist with the preparation of a sales strategy plan within its assigned area of responsibility and execute sales plans accordingly.
3. Set sales priorities (in terms of products/programs, customers/prospects and geographic areas).
4. Meet success rate objectives on Must Wins.
5. Manage its opportunities funnel using the CRM.
6. Coordinate the sales network (distributors, consultants, maintenance centers, customer network, etc.).
7. Lobby customers and prospects (identify internal/external systems of influence and decision processes).
8. Understand the competitive positioning of products and services.
9. Understand the organization and key people at each customer.
10. Know and understand decision criteria and processes at each customer.
11. Monitor RFPs.
12. Prepare the bid pack (involve and mobilize the relevant functions/sectors of the company).
13. Submit bids/proposals for company/Group-level validation.
14. Negotiate bids, proposals and sign contracts.
15. Analyze the causes of bid failures in order to capitalize on areas for improvement.
16. Implement/provide input for dashboards and track KPIs.
17. Ensure payment by customers, liaising with the accounting department.
18. Contribute to demand review and forecast business for MTP, Budget, Actu and ROFO.
19. Comply with SEL processes and lead special projects to improve process maturity.
20. Conduct or contribute to marketing efforts.

Job Requirements:

1. Strong customer and results-oriented culture, taste for contacts, field work and challenges.
2. Excellent communication skills, both verbal and written.
3. Great negotiation skills (listening, persuasion).
4. Ability to build and maintain effective relationships.
5. Tenacity, autonomy, sense of organization and priorities.
6. Good resistance to difficulties and pressure.
7. Strong leadership, ability to analyze & summarize information.

Specificity of the Job:

Travel availability within the assigned region (up to 50%).