Customer Account Director

Develop a thorough knowledge of her/his assigned customers in line with commercial objectives of Airbus:

Develop a confident commercial relationship, monitoring and improving the overall relationship with the customer account as required, and ensuring the protection of the Airbus relationship at all management levels within the customer’s organization

Identify potential Airbus commercial aircraft buyers and operators

Establish regular contacts and develop relationships at all levels of the customers.

Identify the key factors in the customer’s decision making process and develop marketing and commercial concepts, tactics and incentives adapted to each customer to acquire additional business.

Support and facilitate the conduct of campaigns to a successful end per Airbus Group guidance:

Determine the customer needs in individual Commercial campaigns. Recommend, coordinate and support the management of activities of such campaign.

Plan commercial activities in line with priorities, objectives and timescales established by Airbus Commercial Management.

Ensure and monitor internal Airbus alignment and coordination to ensure that the customer receives the best proposal in line with its expectations

Coordinate the commercial team during the campaigns:

Obtain support from all relevant experts within Airbus and manage the ad hoc campaign team, controlling all Airbus-customer interfaces during the campaign.

Ensure proper and efficient involvement of Airbus Top Management if and when their contribution to a campaign is necessary.

Work in close co-operation with all Airbus departments.

Contribute as part of the team to deliver  the best outcome for the customer

Manage key individuals and adapt resources needed to make sure customers expectations are met

Maintain the customer relationships after contract’s signature and aircraft delivery:

Watch customers’ economic and financial shape with the view to give to Airbus Commercial Management advance warning in case of problems or defaults, which could put aircraft delivery in jeopardy.

Assist in devising appropriate solutions to problems, if any, and in their settlement with customers.

Participate in, and assist with the organisation and coordination of industry events such as Demonstration tours and Airshows, as well as specific customer conferences and gatherings where hospitality or presentations may be required

Prepare regular reports and briefings as required for Airbus senior management and the organization in general. Such reports should be a concise and accurate representation of the commercial situation at the customer account.

Other duties reasonably determined from time to time by the Company

 Meet company’s global and regional KPIs.