Head of Marketing & Sales

Job Description:

Airbus Italia is an entity of the Space Products Programme Unit within Airbus Space Systems. The Head of Sales Airbus Italia is responsible for business acquisition (Order Intake) for the entity. He/She reports to the Head of Sales, Space Products, with a second (dotted) reporting line to the CEO of Airbus Italia.

Tasks & activities

• Accountable for Order Intake and Selling Expenses within allocated budgets.
• Ensure Order Intake financial and operational performance accordingly (including profitability at Order Intake)
• Elaborate Airbus Italia’s Sales strategy, manage Sales Pipeline.
• Anticipate and assess customer needs, identify business opportunities, lead campaigns, develop winning strategies and attractive value propositions, ensure bid quality – coordinate all relevant stakeholders and develop positive, enthusiastic and motivating campaign team spirit.
• Develop long-term customer relationships and a customer-centric culture within Airbus Italia.
• Manage and coordinate the consistent application of the “Acquire Business” process for Airbus Italia, aiming at optimum results for space and defence products in line with the Group strategy and in coordination with the Italy Key Account Manager in Airbus DS Regional Sales.
• Ensure pack quality for Risk Management Committees to review and decide on approval for major bids in accordance with RMC Process and Approval Levels.
• Build the Order Intake Operative Planning, provide accurate Forecasts and contribute to other relevant processes requiring inputs from Sales.
• Actively contribute to Airbus Italia’s strategy in the framework of Space Products’ strategy, considering markets & trends, competition, portfolio and synergies with Space Products, Space Systems and Airbus DS. Ensure new developments meet the future market needs.
• Analyze and synthesize key information, and make business development recommendations accordingly.
• Implement Airbus Italia’s Marketing strategy, with respect to market insight, positioning and promotion, in line with the company’s strategy locally and at Group level.
• Manage Airbus Italia’s Sales team.
• Interface with the Italy Key Account Manager in Airbus DS Regional Sales and with the Airbus Country Representative to cooperate on campaigns in Italy and jointly maximize Airbus Italia’s business in the Italian institutional environment.
• Interface with Space Products’ transverse Export Sales team, and with Space Products’ transverse marketing team.
• Interface with Heads of Sales of other Space Products entities, e.g. share market intelligence and best practices, leverage common campaigns, maintain consistency in customer approach, etc.

Desired skills and qualifications

Profile:

• Graduate Degree in engineering, business / sales, commercial affairs or marketing

Required experience and competences:

• Proven experience within the space or defence sector, ideally covering engineering disciplines and customer relation / sales / business development.
• Wide technical knowledge of space systems, technologies and products is desirable.
• Experience in negotiation and commercial / contractual affairs .
• Knowledge of the ESA environment is desirable.
• Proven leadership skills to engage, develop and motivate the Sales team, within Airbus Values.
• Strong interpersonal, communication and negotiation skills, strong networking capability.
• Very good analysis and synthesis capability.
• Team spirit, pro-active and problem-solving attitude. Work style characterized by autonomy, initiative, cooperation, ownership and accountability.
• Ability to anticipate, manage priorities and meet deadlines under pressure in a complex environment.
• Used to work in international environment.
• This role involves some business travels.
• Professional experience : More than 10 years

• Languages:

• Native Italian speaker to interface with national institutions.
• Fluent in English

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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