Commercial Director Navblue APAC

Job Responsibilities

Within the designated territory and/or portfolio of customer accounts, achieve business objectives in line with directions and strategy set by NAVBLUE’s management.      

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.

• Act as the Customer’s advocate within NAVBLUE

• Create “High – Wide & Deep” customer relationships  with decision makers and maintain an awareness of issues affecting customers. 

• Develop a deep understanding & anticipate individual Customers’ needs through regular attendance on-site with the customer

• For a limited list of key accounts within the assigned territory and/or portfolio of customer  accounts, contribute to the establishment and support the implementation of a strategic account development plan, and facilitate efficient coordination with Airbus global account management team for the said account, if and where appropriate. 

• Identify new business opportunities through additional product lines, features and service

• Create and execute at least 1 Key Account Development Plan with customer(s) designated as a NAVBLUE global strategic account with the following responsibilities.

  • Business Growth Strategy: Define and drive the long-term business growth and relationship strategy.

  • Stakeholder Management Strategy: Effectively manage, influence, and align a diverse, multi-functional team of both internal and external stakeholders (up to and including C-level executives).

  • Executive Engagement Strategy: Lead and direct NAVBLUE's engagement with the customer, including involvement of NAVBLUE's Executive Management team.

• Identify and execute at least 3 to 4 strategic opportunities at company and/regional levels that are high value and impactful to the company and are continuously qualified in the NAVBLUE pipeline often requiring regular engagement with internal and external stakeholders (up to and including C-level executives).

• Create and execute efficient customer site visits in accordance with Key Account Development Plan and departmental guidelines and deliverables 

• Maintain personal expertise of the NAVBLUE product portfolio such that the responsibilities of the Commercial Director role can be fulfilled

• Manage established processes for determining priorities and billable nature of work requests by customers

• Relay pricing of estimates and quotations to the customers as required

• Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

• Maintain efficient and timely communications with customers – with emphasis on in person or telephone communication

• Be proficient in the use of NAVBLUE’s CRM tools to maximize the return on key ratios for visits and proposals. 

• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities. 

• Support the contract renewal process by facilitating discussions on terms, conditions, pricing, and commitments aiming to enhance profitability and business relationship with customers.

• Provide input for the development of commercial strategies, tactics, price target settings, and action plans, based on local market insights, to support efforts to to penetrate and grow awareness of NAVBLUE’s solutions and find new business opportunities for the  sales of NAVBLUE’s solutions in the assigned territory and/or portfolio of customer accounts 

• Enhance business relationship with customers through effective communication and continuous engagement.      

• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers. 

• This role does not carry any authority to negotiate, conclude, or sign contracts on behalf of NAVBLUE or any other foreign Airbus Group entity.

Personal & Interpersonal Skills

• Achievement and results oriented 

• 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

Job Requirements

• Bachelor’s degree or equivalent experience

• 7-10 years of complex sales/marketing/account management experience

• Demonstrated knowledge of airline flight operations, or practical experience in flight operations 

• Demonstrated understanding of airline/aviation IT and application software 

• 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 

• Willingness to travel considerably as required 

• Technical Systems Proficiency: Sales Force

• Travel Required: Up to 70% Domestic and International