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Key Account Manager

Derby
1 month ago
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Key Account Manager, Aerospace, Europe

Key Account Manager, Aerospace, Europe

Key Account Manager, Aerospace, Europe

Key Account Manager (Aerospace / Europe)

Sales Account Manager

Customer 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

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