Commercial Director APAC

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
• Providing strategic guidance and oversight on management of customer contracts

Responsibilities include:

• Understanding the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Acting as the Customer’s advocate within NAVBLUE.
• Creating “High – Wide & Deep” customer relationships with decision makers and maintaining an awareness of issues affecting customers.
• Developing a deep understanding & anticipating individual Customers’ needs through regular attendance on-site with the customer.
• Identifying new business opportunities through additional product lines, features and service.
• Creating and executing at least 1 Key Account Development Plan with customer(s) designated as a NAVBLUE global strategic account.
• Defining and driving the long-term business growth and relationship strategy.
• Effectively managing, influencing, and aligning a diverse, multi-functional team of both internal and external stakeholders.
• Leading and directing NAVBLUE's engagement with the customer, including involvement of NAVBLUE's Executive Management team.
• Identifying and executing at least 3 to 4 strategic opportunities at company and/or regional levels that are high value and impactful to the company.
• Maintaining personal expertise of the NAVBLUE product portfolio.
• Managing established processes for determining priorities and billable nature of work requests by customers.
• Maintaining efficient and timely communications with customers.
• Being proficient in the use of NAVBLUE’s CRM tools.
• Supporting the contract renewal process by facilitating discussions on terms, conditions, pricing, and commitments.
• Providing input for the development of commercial strategies, tactics, price target settings, and action plans.
• Enhancing business relationship with customers through effective communication and continuous engagement.
• Assisting Portfolio & Program organization and Marketing as required.

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

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.

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.

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.