Product/Account Manager

Koмпания: CV-Library
Тип работы: Полная занятость
EUR 36 144 - EUR 40 662 / в год

Responsible for the commercial bidding and contracting function within the individual assigned projects with moderate complexity in the business field of aircraft services as well for an efficient management and execution of the assigned projects' internal bid process generating effective results in terms of market-compliant competitive proposals, state-of-the-art contracts and accurate internal financial modeling on the basis of standard templates and/or the customers contract in line with internal governing commercial, legal and financial standards, rules and guidelines.
After contract signature, he/she ensures the smooth and efficient delivery and transition into the fulfillment phase and is responsible for the accurate contract fulfillment, meeting or over-achieving the profitability and managing excellent service delivery and customer relationship. In his/her role as customer commercial point of contact, this person is responsible for commercial issue resolution and communication but also supports Operations on technical solution definition. The position holder is handling/escalating commercial matters and overseeing key performance measures of the related accounts/contracts. After contract execution, he/she ensures contributions from all lessons learned and personal experience towards the continuous improvement of the covered pre- and post-sales process (standards, post mortem, disputes and profitability).

Your tasks

Assessment of customer requests and proposal requirements, evaluation of key success factors for bid decision and win proposition
Management and execution of internal bid, proposal/contract and approval process and control of processing and closing of proposals
Alignment with stakeholders to establish robust and realisable internal and external proposal and contract content and documentation during the offer phase
Definition of customised service concept (scope, service levels, performance parameters, terms and conditions, exclusions) in line with the existing product, price and contract standards
Front-end sales support as commercial experts during the negotiation process in very close cooperation with Sales and the Commercial Aircraft Services team
Definition and monitoring of internal key measurements for identification of failures and risks on cost base data and pricing concepts and standards
Support definition and implementation of improvements
Continuously track the assigned project status within the CRM and engage in the proper closing and reporting of any bid until contract signing
Contract flow-down and handover to/with the required stakeholders in a timely manner to clarify any kind of commercial and operational issues before service delivery starts in order to ensure a best in class performance in terms of quality, time, cost and customer satisfaction
Live the contract fulfilment accountability to provide best performance results for customers and the company: operationally manage and control the implementation (handover and contract flow down) and execution (operational and financial performance to plan) for the assigned customers and contracts
Ensure clear communication link from customer to operations and other areas to ensure the single customer point of contact from commercial issue resolution and supporting in technical solution definition
Define, manage and monitor customer account value flows (contract profitability, revenues, overdues, disputes, risks)
Assure correct set-up of the assigned projects in clients ERP system (SAP)
Maintain, on a continuous basis, customer and contract profitability reviews to analyze risks and opportunities and to define appropriate actions to improve/retain the contract/customer and performance level compared to budget and Business Plan
Assure continuous improvements during contract execution and after the contract termination, manage and lead the post mortem analysis on the assigned contracts, define appropriate actions and measures in cooperation with involved parties and assure related implementation
Be committed to safety and provide visible participation in SMS, supporting the of a safety policy
Any other task commensurate with the role

Your profile

Ideally have professional experience in the aviation MRO industry, with in-depth knowledge of the aircraft services business field (such as base and heavy maintenance)
Have experience in product management, proposal and contracting processes ideally within the aircraft services business field
Possess excellent business acumen, a sense of business economics, finance and commercial affairs
Possess exceptional customer focus and be results-oriented
Possess intercultural awareness and sensitivity
Have strong communication and presentation skills
Be able to multi-task and work under pressure
Be strongly computer literate
Be able to communicate well in English
Be a good team player