Key Account Manager

3 weeks ago

East Midlands, United Kingdom Gardner Aerospace Full time
Main activities:
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.
-Develop Gardner's business portfolio with its customers in line with its strategy.
-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 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.
Various :
-Assist other members of the business development department, in various data analysis and interpretation tasks, ensuring that the department achieves its objectives.
-Develop the relationship with the other departments that are closely involved in these activities: costing, legal, programs, purchasing, production sites, etc.
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
* Read and interpret manufacturing standards/specifications, drawings and models
* Prospect new customers
* Build responses to calls for tenders
* Have already worked on ASR type documentation
* Analyse commercial and financial results
* Negotiate contracts including technical, financial and legal characteristics
* Work to very short deadlines, be results oriented
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 in his work
* 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:
* University degree required at Bac+5 level (Business or Engineering School)
* Successful minimum experience of 5 years in a similar role and in the aerospace industry

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