Airbus is looking for a Director Services Business Development.
The job holder shall focus on development of aftermarket services, including new service products, new service concepts, new service markets, customers and strategic partnership. The services includes Aircraft services, engineering services, upgrades, components to support Airbus services growth in Chinese market.
Main Responsibilities:
- Market understanding, analysis and business development:
- Collect, analyse and share the market needs/trends and the competitive landscape on Aircraft services, Maintenance, Engineering, Upgrades, and Material Services and proactively propose evolutions of Airbus services portfolio in line with local market expectation
- Keep updated information on the evolution of the competition in particular in the field of Aircraft services, Maintenance, Engineering, upgrades and Material Services
- In line with the strategic priorities, identify and propose new business opportunities and associated partners adapted to the Chinese market
- Develop new services products, concepts, markets for the areas defined
- Partnership Projects:
- Identify and lead partnership projects in accordance with process including:
- Establish the most appropriate project structure
- Ensure validation of projects objectives and associated resources
- Follow-up project progress and deliverables, propose and set project indicators (KPI) including link with M&A team when required
- Organize and animate project management in a structured and agile way
- Organize progress reviews with the different project or work package leaders across SL business lines
- Liaise with Airbus Centre to define the business model and business case for the partnership and get it validated
- Ensure that the required contractual set-up is in place (NDA, LoI, MoU, contractual agreement, JV)
- Bring to business development team in Centre the local expertise on any business development projects
- Ensure consistency of local projects with other projects of the Service Strategic Projects portfolio and of S transformation platform
- Report to the head of Strategy, Business development and operations, Airbus China and to the sponsors of the projects on the progress and deliverables of the projects under your responsibility
- Local support to Business Development initiatives
- Support all members of the business development team travelling to China as needed to secure efficient business trips and meeting with the most relevant counterparts
- Provide contextual information to the members of the business development team when needed for their respective projects in relation with political, economic, environmental, regulatory, situation
- Provide cultural awareness to the business development team members as required for their respective business related activities in China
- Support the business development team in escalating topics to the local Airbus management in China
- Support and ease the communication between the business development team and the Airbus colleagues in China
- Develop and maintain good customer relations to seek for customer and market intelligence
- Develop and maintenance good relations with the internal key stakeholders within business lines to ensure the resource, support and project progress
- Ensure the financial KPIs are met for the projects in charge, including the AOP, financial return etc.
- Ensure the development of customer and/or partnership within the planned time frame
- Ensure closing or signatures of contracts, agreements, MOUs, LOIs, NDAs on time and quality
Qualifications:
- Bachelor from aviation or aerospace related majors
- MBA will be a plus
- Working experience in Aerospace industry, MRO, Engineering companies
- Strong project management experience
- Experience in business development, marketing or sales
- Strong business sense and customer minded with a strong intercultural understanding
- Good analytical skills; ability to see the bigger picture and derive mid to long term recommendations on way forward
- Excellent time management, multi-tasking, and organizational skills as well as the ability to work under the pressure of deadlines in a fast-paced and changing environment
- Diplomatic sense and open/‘out-of-silo’ mind-set, ability to build successful relations across functions and with all stakeholders
- Minimum 8-10 years working experience in aerospace industry with strong Airline or MRO maintenance and engineering background
- Project management experience with business case building knowledge
- Strong stakeholder management and interpersonal skill and competence
- English: read, written, spoken. Negotiation level
- Effective organizational and planning skills
- Excellent communication and presentation skills
- Think and resolve problems independently, quickly, and efficiently
- Ability to lead, follow through and complete projects
- Possess strong ethics and integrity
- Negotiation skills
- Strategic thinking
- Financial impact of decisions
- Strong stakeholder and relationship management
- Ability to address critical points
- Ability to receive and address feedback
- Strong ability to prioritize issues and raise relevant issues