Job Description:

MISSION

The Key Account Manager (KAM) manages and develops customer relationships, and develops future business opportunities in relation to the Airbus Defense and Space (ADS) portfolio, in Indonesia. He/she:

• Focuses on building strategic, long-term customer relationships 

• Acts as the “voice of the customers” within ADS

• Identifies business opportunities and supports their transformation into new business

• Contributes to setting up campaign teams, including campaign managers

• Is accountable for ADS Key Account and Country strategic development

• Is responsible, directly or indirectly, for all business done with customers in the assigned territory and area of responsibility

KEY RESPONSIBILITIES

• The frontline interface and point of contact for all customers of Airbus Defense and Space in Indonesia 

• Develops and maintains close relationships with customers and stakeholders (deliverable: Stakeholder mappings) 

• Delivers  a convincing view of the company’s portfolio and works intimately with customers to transform their needs into solutions

• Develops pipelines and campaigns (opportunities), and maintains key account plans (covering opportunities, campaigns and country strategies, Sales Planning and Forecasting) within Salesforce; guides and influences internal  and external stakeholders to execute the account plan 

• Provides a strategic vision on associated markets and drives the country strategy implementation; maintains an up-to-date and robust picture of short & mid-term business potential (keeping Salesforce up-to-date)

• Drives business opportunities and supports strategic (Regional ADS Strategy) and campaign level decisions (per Airbus Manual); Proposes Order Intake objectives based on market & customer needs – for alignment & validation with Regional and 

• May be appointed to lead campaign / deal negotiation in close cooperation with Business Units and is responsible for campaign delivery (incl. win strategy and target price) (deliverable: Capture and Campaign Plan) 

• Is the interface to Airbus Strategy and International Organization under supervision of HO Region for the assigned territory

• Delivers timely periodic and ad-hoc country and opportunity updates to internal stakeholders including HO Region and Airbus International Organization.

MAIN STAKEHOLDERS

Customers, Business Growth, Commercial, Marketing, Sales Operations, Programme Lines, Finance, Airbus Strategy and International, Other Airbus Divisions

Personal & Interpersonal Attributes

• Deep understanding of local and preferably European (Airbus) cultures

• Excellent networking abilities with access to industry, military and key governmental stakeholders

• Excellent communication skills, adept at all modes (e.g. diplomatic, formal, informal, written, presentation) and effective at  all levels of customer and internal organizations.

• Astute in diplomacy to appropriately represent Airbus and Customers alike

• Ensures  Airbus Ethics, Legal and Compliance directives and guidelines are adhered to when dealing with customers  analytical skills; ability to see the bigger picture (strategic) and drive mid to long  term plans according to Key Account Plans and recommendations

• Ability to prioritize, balance and align interests of stakeholders while developing customer intimacy

• Deep  understanding of Indonesian Government, including structure, vision, policies and  affecting the Airbus business Ability to comprehend local  and political situations and convert them into opportunities for  business growth

• Committed, proactive, self motivated, creative and tenacious in delivering results

Professional skills

• Minimum 5 years experience in business development, account management, sales and marketing, aerospace, or a related field

• Bachelor&39;s Degree in Business Administration, Marketing, Aerospace or related field

• Strong understanding of the defense and/or space market in Indonesia 

• Excellent negotiation skills and strong business acumen 

• Strong knowledge and proven track record in Key Account Management

• Experience in Salesforce or equivalent CRM tool

• Fluency in Bahasa Indonesian and English mandatory. Additional languages such as French, German and Spanish would be an added advantage

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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