Job Description:

The Key Account Manager (KAM) manages and develops customer relationships, and develops future business opportunities in relation to the Airbus Defence and Space (ADS) portfolio, in Japan. He/she:

• Focuses on building strategic, long-term customer relationships 

• Acts as the “voice of the customers” within ADS

• Identifies business opportunities and supports their transformation into new business

• Contributes to setting up campaign teams, including campaign managers

• Is accountable for ADS Key Account and Country strategic development

• Is responsible, directly or indirectly, for all business done with customers in the assigned territory and area of responsibility

Job Responsibilities

• The frontline interface and point of contact for selected customers of Airbus Defence and Space in Japan and Taiwan 

• Develops and maintains close relationships with customers and stakeholders (deliverable: Stakeholder mappings) 

• Delivers  a convincing view of the company’s portfolio and works intimately with customers to transform their needs into solutions

• Develops pipelines and campaigns (opportunities), and maintains key account plans (covering opportunities, campaigns and country strategies, Sales Planning and Forecasting)) within Salesforce; guides and influences internal  and external stakeholders to execute the account plan 

• Provides a strategic vision on associated markets and drives the country strategy implementation; maintains an up-to-date and robust picture of short & mid-term business potential (keeping Salesforce up-to-date)

• Drives business opportunities and supports  strategic (aligned with TMWP) and campaign level decisions (per Airbus Manual); Proposes Order Intake objectives based on market & customer needs – for alignment & validation with Regional and 

• May be appointed to lead campaign / deal negotiation in close cooperation with Business Units and is responsible for campaign delivery (incl. win strategy and target price) (deliverable: Capture and Campaign Plan) 

• Is the interface to Airbus Strategy and International Organisation under supervision of HO Region for the assigned territory

• Delivers timely periodic and ad-hoc country and opportunity updates to internal stakeholders including HO Region and Airbus International Organisation.

Job Requirements

• Bachelor&39;s Degree in Business Administration, Marketing, Aerospace or related field

• Minimum 10-15 years of progressive experience in business development, account management, sales and marketing, aerospace, or a related field

• Strong understanding of the defence and/or space market in Japan

• Excellent negotiation skills and strong business acumen

• Strong knowledge and proven track record in Key Account Management

• Experience in Salesforce or equivalent CRM tool

• Working experiences in trading house or with government agencies would be an added advantage

• Fluency in Japanese and English is mandatory. Additional languages such as French, German, Spanish, Korean and Mandarin would be an added advantage

• Intercultural awareness 

• Excellent networking abilities with access to Japan industry, military and key governmental stakeholders

• Excellent communication skills, adept at all modes (e.g. diplomatic, formal, informal, written, presentation) and effective at  all levels of customer and internal organisations.

• Astute in diplomacy to appropriately represent Airbus and Customers alike

• Ensures  Airbus Ethics, Legal and Compliance directives and guidelines are adhered to when dealing with customers  analytical skills; ability to see the bigger picture (strategic) and drive mid to long  term plans according to Key Account Plans and recommendations 

• Ability to prioritise, balance and align interests of stakeholders while developing customer intimacy

• Deep  understanding of Japanese Government, including structure, vision, policies and  affecting the Airbus business Ability to comprehend local and political situations and capable of translating complex business problems into actionable solutions.

• Committed, proactive, self motivated, creative and tenacious in delivering results

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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