Sales manager (Aeronautics)

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).

Complementary Description

Its main missions are :

Meet and exceed the spares Order Intake , MRO Sales and Sales objectives within its assigned area of responsibility

Prepare or assist with the preparation of a sales strategy plan within its assigned area of responsibility and Execute sales plans accordingly

Set sales priorities (in terms of products / programs, customers / prospects and geographic areas)

Meet success rate objectives on Must Wins

Manage its opportunities funnel using the CRM

Coordinate the sales network (distributors, consultants, maintenance centers, customer network, etc.) Lobby customers and prospects (identify internal / external systems of infl uence and decision processes)

Understand the competitive positioning of products and services

Understand the organization and key people at each customer

Know and understand decision criteria and processes at each customer

Monitor RFPs

Prepare the bid pack (involve and mobilize the relevant functions / sectors of the company)

Submit bids / proposals for company / Group-level validation

Negotiate bids, proposals and sign contracts

Analyze the causes of bid failures in order to capitalize on areas for improvement

Implement / provide input for dashboards and track KPIs

Ensure payment by customers, liaising with the accounting department

Contribute to demand review and forecast business for MTP, Budget, Actu and ROFO

Comply with SEL processes and lead special projects to improve process maturity

Conduct or contribute to marketing efforts

Job Requirements

Strong customer and results-oriented culture, taste for contacts, field work and challenges

Excellent communication skills, both verbal and written

Great negotiation skills (listening, persuasion)

Ability to build and maintain effective relationships

Tenacity, autonomy, sense of organization and priorities

Good resistance to difficulties and pressure

Strong leadership, ability to analyze & summarize information

Specificity of the job

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