Vice President Sales Asia

PURPOSE OF THE ASSIGNMENT

Engineering & Maintenance is the third business of the Air France-KLM group with a yearly turnover around 1.4 billion euros. E&M Commercial has a dual mission: (1) to provide superior MRO support for the Air France-KLM Group and (2) to be a significant & successful profitable business player in the global MRO market. It provides products and services related to Maintenance Repair & Overhaul (MRO) for multiple aircraft types, ranging from total aircraft care support to dedicated services for its airframe, components and engines.

The Asia-Pacific Sales Department VP is responsible for all commercial activities of the Engineering & Maintenance business, including some affiliates and subsidiaries in Asia-Pacific area. The primary focus is on market development, acquisition of new customers, and relationship management with existing customers in Asia/Pacific. Asia-Pacific MRO turnover was over 200 millions euros in 2014.

Key result areas for the Department are (1) acquisition of new customers & renewals of existing contracts, (2) turnover per year, (3) order book completion, (4) profitability objectives reflected within the Profit Margin Form and (5) cost of sales

OVERALL OBJECTIVES

1. Leads the Asia-Pacific Sales Department in developing and executing detailed sales plans in line with the strategic sales plans and the yearly budget.
2. Leads the Asia-Pacific Sales Department in building and securing strong Customer relationships.
3. Identify new targets and develop high level relationship up to sales campaigns
4. Contributes to the E&M strategy by formulating the strategic commercial direction with regard to market positioning and developing the strategic sales plan in Asia-Pacific.
5. Is accountable for the annual sales & costs budget and its proper execution in Asia-Pacific
6. Ensures a full coordination and support between the Asia-Pacific Sales forces and other internal departments.
7. Enforces an active staff management through leadership, talent development and change management
8. Ensures that all commercial processes are fully known and applied throughout the Department.
9. Develops and manages the sales representatives network in Asia-Pacific
10. Ensures a high level of risk management in the sales activities and full compliance with financial, legal and ethical company rules and regulations.
11. Organizes a high level of cooperation with Business Develop department in order to cross leverage sales campaign and BD projects activities

POSITION WITHIN THE ORGANISATION

The Asia-Pacific Sales VP reports to the SVP Commercial in charge of Sales and Marketing (head of Group E&M Commercial Organization GEMCO) the (N+2) is the Air France KLM E&M EVP.

The job is located in Asia, preferably in Singapore

MAIN INTERFACES

Internal:

• Commercial SVP
• Marketing & Business Intelligence, Product Sales Management, Credit Management, Sales administration & Accounting (within GEMCO)
• Business Development
• External Communication & Customer Events (within GEMCO)
• Heads of Components & Engines Products - AFI and/or KLM E&M Business Units, subsidiaries and affiliates
• Legal and Risk management
• HR (local HR offices, AFKL Group E&M HR)
• AFKL EM CFO

External:

• Customers: Commercial Airlines and VIP operators in Asia/Pacific
• Commercial Partners
• Local Government authorities
• French and Dutch government local representations
• Conference/show Organizers

KEY RESPONSIBILITIES

1. Leads the Asia-Pacific Sales Department in developing and executing detailed sales plans in line with the strategic sales plans and the budget

• Leads the Joint Sales Department in developing a yearly global sales action plan, including tactics on pricing, promotion and product sales, by broadening and deepening the product and services offers to existing and new customers
• Is responsible for the proper execution of the action plans and the reach of New Sales and order book extension yearly objectives for the Group: AFI, KLM E&M, MRO subsidiaries or affiliates/JV, including Asia-Pacific MRO ones such as the Avionics shop in Shanghai and future ones.
• Ensures the highest possible level of margin during negotiations with customers
• Is responsible for a continuous and proactive adjustment in the sales action plan depending on results or substantial changes in the business assumptions or market developments

2. Leads the Asia-Pacific Sales Department in building and securing strong Customer relationships.

• Represents AFI and KLM with customers at the highest possible level in Asia-Pacific
• Manage the interface with customers. Coordinates the involvement of AFI, KLM E&M or subsidiaries managers where and when necessary

3. Contributes to the E&M strategy by proposing sales and market share objectives with regard to market positioning and developing the 3-5 year strategic sales plan.

• Provides a complete and up-to-date insight of the global MRO market thanks to his relationships with the customers and his knowledge of local markets / sales developments

4. Is responsible for the annual sales & costs budgets and their proper achievement

• Is responsible for building up and proposing the detailed budget, including the detailed sales forecasts in consistency with the AFKL Group E&M 3-5 year strategic plans.
• Provides timely, reliable, accurate, and relevant feedback about sales results and forecast prospective
• Ensures the efficiency of the department to reduce sales cost impact
• Assesses the efficiency and added-value of using local representative agents with the VP in charge of representatives network management.
• Reports to the Commercial SVP on above results and forecasts, on Asia-Pacific team management and on all subjects that need decisions making to meet the sales objectives in the area.
• Contributes to the marketing studies, resulting in clear insight in short and long term developments in the Asia-Pacific MRO market WON and Loss cases analysis are made for every significant business opportunity
• Contributes to the collection of commercial elements and reports to Business Intelligence

6. Ensures an efficient bilateral coordination with Business Development: identification of local opportunities within Asia-Pacific, commercial organization decisions for those located in Asia-Pacific, implementation of local commercial reporting and processes for such local subsidiaries/JV.

• Contributes to the development of AFI - KLM E&M worldwide MRO network, through deployment of Business Development strategy with respect to local market needs

7. Ensures that all commercial processes are fully known and applied throughout the Department.

• Ensures process reviews and all process-related tasks are fulfilled for sales related processes.
• Ensures a high level of quality within the use of ICT systems (such as DESCARTES) through a full commitment, adequate knowledge and regular use of these systems.

8. Ensures particularly a high level of risk management in the sales activities and full compliance with financial, legal and ethical company rules and regulations.

• Ensures that proper administration of contract related issues takes place, in line with relevant procedures and legislation
• Personally oversees all arrangements made with sales representatives and is responsible for a full compliance with strict company rules and regulations

KNOWLEDGE, EXPERIENCE and COMPETENCIES

• Customer Focus
• Organization / cross cultural awareness
• Leadership
• Teamwork
• Negotiation & Persuasiveness
• Adaptability

Knowledge & Experiences

• MRO Product knowledge
• MRO Commercial Services knowledge
• Commercial Marketing & Sales knowledge and experience
• Financial and legal business knowledge
• Professional management experience
• Experience of some Asian cultures