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