Key Account Manager

We are looking for a Key Account Manager to support the business development team at HQ. Hybrid Working. Competetive Benefits.

Mission: Manage the interface with Gardner Group’s strategic customers to develop new activities and new prospects, and to manage contracts in their execution.

Purpose of role and accountabilities:

Customers:

• Be the point of contact for Gardner Group's supply to its key account customers.
  
  
• Represent Gardner at our customers, represent our customers at Gardner.
  
  
• Have a detailed knowledge of the organization, needs and requirements of our customers to be able to share it internally with Gardner members, and vice versa.
  
  
• Be responsible for understanding market share in key accounts and developing plus achieving a sales and marketing plan and budget for these key accounts.
  
  
• Leverage strong customer relationships to acquire opportunities on new packages
  
  
• Influence the industrial and technical choices within Gardner to better meet the expectations of our customers.
  
  
• Participate in customer reviews such as BR (Business Reviews), PRM (Programme Review Meetings), …
  
  Tenders:
  
  
• Obtain new call for tenders in line with Gardner's industrial and commercial strategy.
  
  
• Organize, instruct, and prepare responses to call for tenders in accordance with Gardner's internal processes.
  
  
• Present to the customers the industrial, technical, and commercial part of the offers.
  
  
• Ensure the follow-up of offers, negotiate, provide the necessary answers to ensure award and closure of the contract and associated industrialisation.
  
  Contract execution:
  
  
• Ensure that the conditions of existing contracts with the customers are respected.
  
  
• Identify all extra and non-contractual activities carried out internally by the operational teams to promote them to customers (modifications of definition, additional requests, delays penalizing our production lines, etc.).
  
  
• Participate in the establishment of sales budgets for Gardner sites and group sales forecasts.
  
  
• Actively support of new industrializations until the transfer to series by communicating with customers and helping the associated Project Manager and the leading & the production sites.
  
  
• Ensure the adequacy, in terms of profitability, Non-recurring cost and cash flow, with their impacts on the P&L, of the programs with the business cases which will have been used for the submission of the offers.
  
  
• Provide support to the Programs on operational matters (operational performance of OTD deliveries and OQD quality, late orders) when necessary.
  
  Core skills/attributes needed:
  
  Business skills required:
  
  
  • Full use of Office software: Word, Excel, Power point
    
    
  • To know:
    
    
    • the aerospace industry (market, competition, etc.)
      
      
    • aerostructure manufacturing techniques (machining soft/hard metals, fabrication, assemblies)
      
      
    • the principles of commercial law
      
      
    • the financial analysis of an offer and the construction of a business plan
      
      
    • the associated sales and negotiation techniques
      
      
    • the principles of business management
      
      
  • Manage CFTs through our bid process
    
    
  • Analyse commercial and financial results
    
    
  • Negotiate contracts including technical, financial and legal characteristics
    
    
  • Work to very short deadlines, be results oriented
    
    
  • Make recommendations to the business on your view on the suitability of opportunities based on the above
    
    Soft skills required:
    
    
  • An effective and convincing speaker
    
    
  • Respectful and empathetic
    
    
  • Autonomous, also able to work in a team and take initiatives
    
    
  • Detail-oriented and able to analyse and present information in a clear and concise manner
    
    
  • Rigorous and conscientious
    
    
  • Mobile and flexible to travel for short periods
    
    
  • Integrating well into a team with the spirit of the group prevailing over the individual spirit
    
    Various:
    
    
  • Experience level preferred;
    
    
    • University degree required at Bac+5 level (Business or Engineering School)
      
      
    • Successful minimum experience of 2 years in a similar role and in the aerospace industry
      
      
    • Minimum experience in similar role outside of the Aerospace Industry of 4 years