Open up and manage strategic customer relationships focused on gaining and building customer trust and further enhance AEM’s credibility in the sector.
Develop and execute customer engagement plans that address customer’s internal factors; external factors; and customer’s perceptions of AEM to shape procurement decisions and ensure customer success
Maintaining up to date information on the companies CRM with efficiency and accuracy
Attend conferences and events to build relationships with industry partners and staying up to date with new trends
Opportunity Management
Stay abreast of customer acquisition activities and approaches assessing and re-planning appropriate opportunity development activities
Develop customer solutions by coordinating and integrating with internal and external processes and divisions to provide a competitive advantage
Develop timely and relevant knowledge of our competition, customers, users, and the market to influence and shape requirements and develop winning strategies
Partner with other areas of the business to identify and exploit opportunities
Lead preparation of proposals and ensure correct resources are included in the team.
Pitching sales and products to new and existing clients
Challenge recommended scope and cost to ensure compliance and competitiveness
Use emerging industry trends and lead strategy in the aviation sector to identify future business opportunities
Develop business for AmetekMRO Europe within the allocated customer accounts/countries/regions
Identify new markets, clients, partnerships or products and services championing the companies services and competitive offerings
Pro-actively identify opportunities to leverage additional business to expand business capability within chosen markets
Coordinates packaging of AEM and wider MRO products and knowledge into complete solutions that meets customer needs.
Strategy Development
Perform comprehensive customer strategy & policy assessment to successfully reach new business opportunities
Ensure opportunity capture strategies are consistent with the Business strategy
Create sound business case and value propositions based on customer requirements
Translate strategy into executable opportunity profile and booking Targets
Leverage market knowledge to support the development of Collective Training strategy, Long Range Business Plan and development of win strategies and campaign plans.
Leadership
Delegate roles, responsibilities, and decision-making appropriately;
Lead review process with management by balancing customer expectations and company resources.
Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
Work with other functions within the business to evaluate cost and viability of the bidding process
Keep the business informed of current trends and competitor activity in the marketplace
Act as a liaison between customers, customer service, and senior management to ensure customer satisfaction and business objectives are jointly achieved
Respond, in conjunction with the MD, to RFQ and bidding opportunities
Required Knowledge, Skills, and Abilities
A degree in aviation or equivalent experience.
A second language would be an advantage.
Great business acumen with an analytical business sense.
A well-versed and emphatic communicator who is a talented, persuasive negotiator
Be able to quickly develop a strong understanding of the company’s products, the competition in the industry and positioning.
Innovative and resourceful in penetrating markets and prospected clients.
Able to work on their own as well as part of a team.
Strong problem-solving skills as well as excellent rapport building skills in order to effectively manage clients in what is sometimes a pressurised environment.
3 or more years in sales or marketing within Aviation/Aerospace components or OEM environments