Key Account Manager
2 months ago
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 orientedSoft 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 spiritVarious:* 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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