Sales Manager (m/f) Institutions of the European Union, Paris

Airbus is a leading aircraft manufacturer with the most modern and comprehensive family of airliners on the market, ranging in capacity from 100 to more than 500 seats. Airbus champions innovative technologies and offers some of the world’s most fuel efficient and quiet aircraft. Airbus has sold over 13.800 aircraft to more than 360 customers worldwide. Airbus has achieved more than 8,000 deliveries since the first Airbus aircraft entered into service. Headquartered in Toulouse, France.

Tasks

• Establishing and maintaining a close relationship with the various decision-makers for the key account in the region or country in question by positioning yourself as a trusted advisor and representative of the company to the customer.
• Developing short-term and long-term commercial plans and driving winning strategies based on knowledge of the company, the customer and competitors and on monitoring of internal and external networks.
• Encouraging and motivating all of the stakeholders involved within the company and at the customer company in order to support and implement the commercial plan for the account and the support strategies, taking into account the cultural aspects (political, economic, sociological, technological, ecological, legal) with the aim of orienting customer decisions towards the company.
• Giving the customer a convincing, high-level view of the company portfolio (projects/solutions/services), also taking into account the regulations and principles which apply within the company.
• Working closely with the customer to translate its need into high-level solutions which can subsequently be developed by specialists.
• Transforming the information about the company portfolio, competitors, key customer needs and internal and external specifications into a winning strategy which stands out from the competition and represents a significant commercial opportunity.
• Translating this winning strategy into a commercial bid strategy.
• Conducting negotiations within the scope of your responsibility on a give-and-take basis, while maintaining a favoured position with the customer and protecting the interests of the company (profitability, margin, planned deadlines).
• Closing out commercial projects, making sure that all the parts of the contract or purchase agreements which contain the negotiated changes, the updates and the risk reduction plans are reflected in the documentation and corresponding approval documents.
• Action area: European institutions with a particular presence in Brussels, Luxembourg, Alicante and Frankfurt.

Required skills

• Educated to a Master’s degree level (or equivalent) in IT, Business or related field
• At least 5 years of experience in Information Technology and initial experience in Cyber Security would be a plus
• Experience working with institutions of the European Union
• You know how to steer and manage key accounts
• Negotiation skills
• You have proven experience in prospecting new commercial opportunities
• Fluency in English and French is required. Knowledge of German or Spanish would be a plus