General Manager Sales EMEA in Solihull

Summary of the role

Specify the overall responsibilities and the main deliverables. Why do we need the role?

Reporting to the Global Commercial Director Interiors the primary function of this role is to:

• Grow the Interiors revenue stream with airlines, distributors and OEMs in the Europe, Middle East and Africa (EMEA)
• Develop and manage relationships with key airlines, MROs, distributors and OEMs in EMEA
• Develop and execute a multi year business capture plan for the Interiors aftermarket of the EMEA region encompassing increased revenue from PMA parts and from Part145 MRO
• Develop and execute a multi year business capture plan to ensure strong positions for Interiors with airframe constructors and Tier One OEM suppliers in EMEA.
• Customer satisfaction for existing and prospective Interiors customers in EMEA.

Tasks and Responsibilities

Describe the tasks and responsibilities in more detail. Use bullet points.

• Develop sales plan and follow-up sales according to agreed budget/ambitions.
• Monitoring and controlling of key performance indicators and prepare sales meetings accordingly.
• Support establishing organization’s budget (e.g. sales, headcounts, EBIT, ROS, Pricing policies)
• Support the organisation of trade-shows with the help of the Marketing Team
• Support payment of customer’s invoices
• Drive the successful implementation and adoption of the sales and marketing automation platforms (CRM, ERP)
• Conduct difficult customer discussions (complaints, price negotiations).
• Conclude customer contracts in compliance with company policy objectives and internal guidelines
• Foster a culture of continuous learning and professional development

Education and Experience

Specify what level of education is needed (secondary school, technical school, university, master, PHD, etc). Define how many years’ relevant working experience is required and which type of experience.

• Knowledge of the Aerospace market

• Relevant Sales experience with airlines, MROs and distributors
• Relevant leadership experience
• Working to Company procedures & Workflows
• CRM system knowledge

Competencies

Define specific competencies needed. (Examples: negotiation skills, programming skills, coaching, budgeting, problem solving etc). Look at the Leadership profile.

• Communication
• Leadership and influencing
• Commercial Awareness
• Negotiation skills
• Strong analytical, decision making and problem-solving skills
• Team Work
• Planning & Organising
• Attention to detail

Key Interfaces and Stakeholders

Describe which interfaces and stakeholders the position will have in the job. (For example outside customers, R&D internally, manager, peers).

• TSS Aerospace Senior Leadership Team
• TSS Aerospace Internal & External Sales
• TSS Aerospace Technical Team
• TSS Aerospace Quality Team
• TSS Finance Team
• TSS Aerospace Service & Fulfilment Team
• TSS Manufacturing Sites and Third Party Suppliers
• TSS Supply Chain Management / Logistics Team

Geography to cover and Travel requirements

Indicate if the responsibility is global/international/country/or local. Indicate if travelling or off site work days are required and give an estimation of days per year.

• Regular travel within EMEA
• Occasional nternational travel for training and development purposes.

Behavioral Characteristics

Describe personality traits important for success in the position. (Examples: flexibility, integrity, creativity, goal orientation, cooperation, initiative taking).

• Empathy
• Integrity
• Resilience
• Teamwork & flexibility
• Solution-oriented thinking
• Self-initiative, creative and independent way of working
• Alignment to company Core Values

Optional: Key Performance Indicators

Add additional headlines and content if needed.

Helping the Aerospace sales team in meeting the Company KPI’s

• Revenue growth in EMEA
• Growth Profit (GP0) in EMEA
• Customer satisfaction in EMEA
• OTD in EMEA
• Project Pipeline in EMEA