Head of Military Sales

Airbus; New Delhi; Sur place; INR 4 500 000 - 6 500 000; Plein temps

Résumé du poste

Airbus India Private Limited seeks a senior leader to head military sales across India and South Asia. The role reports to the Head of Region and leads a team to drive campaigns and coordinate with Make in India and Integrated Campaign teams.

You will build campaign strategies, engage with military customers and industrial partners, and ensure timely involvement of internal stakeholders while leveraging Airbus product expertise. Fluent English is essential.

Qualifications

• 20+ years in aerospace and/or military campaigns at senior level.
• Experience in international business environments.
• Excellent spoken and written English.
• Awareness of compliance risks and integrity in operations.

Responsabilités

• Lead military sales in the India & South Asia region across campaigns.
• Direct a team of military sales managers and coordinate with HQ stakeholders.
• Develop robust campaign strategies and win paths with RFI/RFP readiness.
• Engage with military customers and industrial partners to build relationships.
• Ensure timely involvement of internal stakeholders and design winning proposals.

Connaissances

Military sales leadership

Strategic account management

Cross-functional collaboration

Description du poste

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.

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.

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.

Company: Airbus India Private Limited

Employment Type: Permanent

Experience Level: Professional

Job Family: Sales, Marketing & Commercial Contracts

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Airbus pioneers sustainable aerospace for a safe and united world. The Company constantly innovates to provide efficient and technologically-advanced solutions in aerospace, defence, and connected services. In commercial aircraft, Airbus offers modern and fuel-efficient airliners and associated services. Airbus is also a European leader in defence and security and one of the world's leading space businesses. In helicopters, Airbus provides the most efficient civil and military rotorcraft solutions and services worldwide.