Job Description

• After a review with our partner GE, provide a consolidated view of future activities for the account he/she is responsible for in the region
• Develop, with our partner GE, extensive network, relationship and personal ties with all relevant stakeholders, mapping and identifying the decision-making process and actors of CFM customers (CEO, CFO, COO, Maintenance and support VPs etc). This includes also all actors such as airframers and partners in the region (Lessors...) with which regular meetings will be set up to ensure good coordination
• Identifies, with our partner GE, the need for engine and services products for each customer in the region, prepare for the receipt of the consultations/RFPs, to ensure SAE will have all necessary inputs to develop a wining proposal
• Discuss, challenge and align with GE on CFM sales campaign strategies, and embark upon the relevant internal stakeholders
• Lead and define pacing of the France-based Business Team activities in charge of receiving the RFP from a given customer (through GE), providing all necessary inputs to launch the financial analysis, participating to elaborate with GE the answers to the customer, obtaining the necessary internal approvals
• Challenge and agree with GE on the tactics, the negotiation steps and obtain the signature of the associated agreements in order to finalize and secure the deal as per objectives defined
• Ensure all relevant information and activity progress are regularly communicated with his/her manager, to re-adapt the strategy and appropriately prioritize the activities if necessary.
• Work with GE to promote value selling analysis and presentations to customers in order to reinforce our Product value and get positioning advantages
• Provide formalized feedback of past campaigns in order to improve the next ones
• Remain involved in all commercial dealings with CFM customer during the phase of execution of the sales agreements (installed engines, spares, and aftermarket, services/MRO activities), in order to resolve any commercial issues appearing during the term of the agreements, in conjunction with the Customer Team leaders in charge
• Ensure constructive coordination with, and inputs to, the Customer Teams, and all other organizations/divisions of Safran Aircraft engines also having relationship with customers, with the objective of having and disseminating a global view on a given customer's situation
• Ensure, via the entire process, full compliance with the company's Trade Compliance rules, as well as all the other governing Safran and SAE procedures, and CFM operating practices pertaining to the sales activities
• Coordinate and support all other transverse sales initiatives launches by the Sales & Marketing Division, and represent the voice of customers, as well as the sales process, in any internal meetings or seminars where sales inputs are required
• Contribute actively to the Continuous Improvement plan

Required skills

• Leadership
• Ability to develop a network and relationship with customers or other actor of the aviation world (lessor, airframer, ...)
• Ability to listen, clarify, work with a partner and embark on a common position
• Excellent selling, negotiation and influencing skills
• Motivated, highly rigorous, adaptive and resilient
• Capacity to lead cross-functional teams

Education and Experience

• Tertiary education, Master degree is preferable
• 8+ years of relevant experience in sales+commercial including Services positions in the Aircraft+Engine Aviation field is required
• Experience working with cross-functional team
• Aircraft Engine technical experience is preferred
• Contract experience is preferred