Key Account Manager

Description:

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