Commercial Director APAC in Cardiff

NAVBLUE, an Airbus Company, is currently seeking a Commercial Director to join our growing team. The Commercial Director serves as the primary point of contact for Customer relationships for NAVBLUE. The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of NAVBLUE products and services solutions and featuring at least 1 strategic account and several strategic opportunities for NAVBLUE. A Commercial Director contributes to building and maintaining long-term relationship with a group of Customers and generally stays with Customers for the lengths of their relationship with the company.

This role is responsible for all commercial related activities, including but not limited to, identifying new business opportunities, contributing to the development of appropriate marketing strategy, establishing and nurturing relationships with customers, and providing strategic guidance and oversight on management of customer contracts, while abiding by NAVBLUE standard operating procedures.

Responsibilities

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Act as the Customer’s advocate within NAVBLUE.
• Create “High – Wide & Deep” customer relationships with decision makers and maintain an awareness of issues affecting customers.
• Develop a deep understanding & anticipate individual Customers’ needs through regular attendance on-site with the customer.
• For a limited list of key accounts within the assigned territory and/or portfolio of customer accounts, contribute to the establishment and support the implementation of a strategic account development plan, and facilitate efficient coordination with Airbus global account management team for the said account, if and where appropriate.
• Identify new business opportunities through additional product lines, features and service.
• Create and execute at least 1 Key Account Development Plan with customer(s) designated as a NAVBLUE global strategic account.
• Business Growth Strategy: Define and drive the long-term business growth and relationship strategy.
• Stakeholder Management Strategy: Effectively manage, influence, and align a diverse, multi-functional team of both internal and external stakeholders (up to and including C-level executives).
• Executive Engagement Strategy: Lead and direct NAVBLUE's engagement with the customer, including involvement of NAVBLUE's Executive Management team.
• Identify and execute at least 3 to 4 strategic opportunities at company and/regional levels that are high value and impactful to the company and are continuously qualified in the NAVBLUE pipeline often requiring regular engagement with internal and external stakeholders (up to and including C-level executives).
• Create and execute efficient customer site visits in accordance with Key Account Development Plan and departmental guidelines and deliverables.
• Maintain personal expertise of the NAVBLUE product portfolio such that the responsibilities of the Commercial Director role can be fulfilled.
• Manage established processes for determining priorities and billable nature of work requests by customers.
• Relay pricing of estimates and quotations to the customers as required.
• Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.
• Maintain efficient and timely communications with customers – with emphasis on in person or telephone communication.
• Be proficient in the use of NAVBLUE’s CRM tools to maximize the return on key ratios for visits and proposals.
• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.
• Support the contract renewal process by facilitating discussions on terms, conditions, pricing, and commitments aiming to enhance profitability and business relationship with customers.
• Provide input for the development of commercial strategies, tactics, price target settings, and action plans, based on local market insights, to support efforts to penetrate and grow awareness of NAVBLUE’s solutions and find new business opportunities for the sales of NAVBLUE’s solutions in the assigned territory and/or portfolio of customer accounts.
• Enhance business relationship with customers through effective communication and continuous engagement.
• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.

This role does not carry any authority to negotiate, conclude, or sign contracts on behalf of NAVBLUE or any other foreign Airbus Group entity.

Comply with Airbus Singapore’s management policies. Adhere to Airbus Singapore’s management handbook. Contribute to a positive and inspiring work environment, Stay well informed and familiar with the latest developments.

Education

Bachelor’s degree or equivalent experience.

Mandatory Experience

• 7-10 years of complex sales/marketing/account management experience.
• Demonstrated knowledge of airline flight operations, or practical experience in flight operations.
• Demonstrated understanding of airline/aviation IT and application software.
• In-depth knowledge of airline industry.
• Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.
• Project management and strategic account planning skills.

Knowledge, Skills, Demonstrated Capabilities & Competencies

• Achievement and results oriented.
• Able to function and work independently and confidently.
• Possess drive and perseverance to ensure all opportunities are uncovered and pursued.
• Good level of autonomy.
• Effective team player in the organization.
• Possess high level of energy and integrity.
• Willingness to travel considerably as required.

Technical Systems Proficiency: Sales Force.

Travel Required: Up to 70% Domestic and International.

About Us

NAVBLUE, an Airbus Company, is a leading global provider of flight operations solutions, including aeronautical charts, navigation data solutions, flight planning, aircraft performance software (take-off/landing, weight and balance), and crew planning solutions.

You’ll be able to shape the future of the digital aviation industry by working on several of the best in the industry flagship products enabling pilots, dispatchers, flight engineers and other aviation personnel on a daily basis to deliver safe, efficient, and reliable flight operations all over the world. You’ll have the opportunity to support millions of flights each year and help NAVBLUE customers maximize efficiency, reduce costs, ensure compliance with complex national and international safety regulations, and effectively deliver their services.

You’ll join a team with a focus on digital and collaborative innovation that is passionate and customer-focused. Over the last few years, Airbus has been supportive of various initiatives such as Going Digital, Performance Based Navigation Services, Air Traffic Management Modernization Programs, FlySmart on iOS and other digital projects related to new aircraft technologies; the launch of NAVBLUE was therefore a natural step to further develop its Flight Operations and Air Traffic Management Portfolio.

NAVBLUE is a fully owned subsidiary of Services by Airbus, fueled by the agility of Airbus ProSky and Navtech (acquired in 2016), and the pioneering spirit of Airbus, NAVBLUE was created in July 2016 with one mission: lead aviation into the digital age.

NAVBLUE is based in Hersham (UK), Cardiff (UK), Toulouse (France), Waterloo, ON (Canada), Bangkok (Thailand), and Gdańsk (Poland) with other offices all around the world.

NAVBLUE is committed to creating an environment and a culture where everyone feels like they belong no matter who they are or where they are from. We are committed to providing equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job. We do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national or ethnic origin, religion, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, record of offences, and basis of disability or any protected class. Accommodations will be available on request for candidates throughout the entire recruitment and selection process.