Commercial Manager

**Job Summary**:
NAVBLUE, an Airbus Company, is currently seeking a Commercial Manager to join our growing team. The Commercial Manager is responsible for an assigned territory and/or portfolio of customer accounts, with medium potential of development and/or medium existing footprint of NAVBLUE products and services solutions. This role is responsible for all commercial related activities, including but not limited to, new sales, growing account revenue via up-selling and cross-selling and contract renewals. The Commercial Manager will lead and contribute to all selling related activity including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the NAVBLUE standard operating procedures.

**Responsibilities**:
Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products,) The Commercial Manager objectives are set to have a medium impact on region’s business achievements.

Commercial Manager Responsibilities are to:

- Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
- Maintain expertise on NAVBLUE and partner products in order to help identify up-sell opportunities, and solve customer pains with NAVBLUE solutions, updating customers on new products and technology where appropriate.
- Build “High-Wide & Deep” relationships with decision makers and maintain an awareness of issues affecting customers.
- For a limited list of key accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.
- Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.
- Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines, features, and services.
- Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.
- Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of NAVBLUE’s solutions in the assigned territory and/or portfolio of customer accounts
- Prepare and present clear, compelling and persuasive sales presentations.
- Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.
- Attend trade shows and user conferences as required.
- Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.
- Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

**Education**:

- Bachelor’s degree or equivalent experience

**Mandatory Experience**:

- 3-5 years of complex sales experience in SaaS within Europe and the Airline Flight Ops or Operations Control Centre (OCC) field
- Recent experience of working with leading airlines within the European region
- OR; _
- Daily working experience in one of the following disciplines:

- Airline Flight Operations experience
- Flight Ops Engineering
- Airline OCC (i.e. dispatcher, flight planning, day of ops, schedule)

**Knowledge, Skills, Demonstrated Capabilities & Competencies**:

- Demonstrated knowledge of airline flight operations, or practical experience in flight operations
- In-depth knowledge of airline industry
- Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.
- Project management and strategic account planning skills
- Achievement and results oriented
- Willingness to travel considerably as required
- Able to function and work independently and confidently
- Possess drive and perseverance to ensure all opportunities are uncovered and pursued
- Good level of autonomy
- Effective team player in the organization
- Possess high level of energy and integrity
- Excellent communicator, articulate and persuasive

**_Technical Systems Proficiency: _**
- Sales Force

**Travel Required**:

- Up to 70% Domestic and International

**Selection and Hiring Commitment**

We thank all applicants for applying. Only selected applicants will be contacted.

**About Us**:
NAVBLUE, an Airbus Company, is a leading global provider o