Purpose of this role:
• Reporting directly to the global head of services sales, who is based in Europe, and collaborating closely with the head of service and support in China, responsible for overseeing the entire pipeline of services related to Commercial Aviation Aircraft. This role encompasses a broad portfolio of All Services, ranging from Special Programs (material services) to aircraft modifications and digital solutions sales, targeting both existing and potential customers.
• Consolidates all internal input and serves, leads Services Sales initiatives.
• Maintain strong customer relationships, involve actively in the administration of existing Services Agreements, constantly seeking ways to enhance customer satisfaction and improve Embraer's financial performance.
• Support Aircraft Sales on all matters related to Customer Services at the early stages of sales campaigns, including but not limited to offering Material & MRO services, conducting Maintenance economics studies, and fulfilling other tailored requests. This collaborative approach ensures a seamless integration of services and aircraft sales, ultimately contributing to the overall success of Embraer.
Key Accountabilities:
• Define and develop products (services) to be offered in the market;
• Sell services to the market;
• Define offer strategy, including price approach;
• Prepare product specifications for projects to be marketed;
• Negotiate with internal stakeholders to assure feasibility of products/services;
• Work with marketing department on tailoring promotion/marketing documents;
• Undertake partnerships with market players in order to put in place joint offers;
• Verify that contractual conditions cover risks run by the activity, in collaboration with contracts, legal, insurance and finance departments;
• In cooperation with maintenance department at headquarters defines policies for maintenance centers (MRO’s);
• Define and analyze the Materials and “MRO” market as a whole in the region under his/her responsibility;
• Negotiate with “Buyer Committees”, critical customers and/or in complex situations;
• Negotiate directly with customers in the framework of the defined commercial policy;
• Integrate culture diversity/complexity into negotiations;
• Evaluate risks and can support negotiation with critical customers and/or in complex situations;
• Contribute to company general and market strategies;
• Propose segmentations and directions for development of market share;
• Ensure current information is available on applicable international regulations (employment laws, aeronautical, safety, qualification, etc.);
• Responsible for customer accounts, expectations and satisfaction;
• Create long term partnerships and trustful relationships with customers;
• Run internal or external workshops and presentations in the framework of Embraer operators seminars;
• Represent Embraer in external seminars or conferences;
• Develop potential opportunities for any service-related cooperation in China including but not limited to Components MRO, spare parts, technical services, aircraft enhancements, etc.
Requirements:
• Education: Bachelor’s degree or above, preferably but not limited to Engineering, Aviation, Quality and Productivity or equivalent, specialized in business or related field
• Experience:
- 5 – 10 Years’ experience in aeronautics/air transport industry;
- Knowledge of aeronautical maintenance concepts and activities;
- In-depth knowledge of commercial regulations and the air transport industry;
- Knowledge of logistics and international trade;
- Good negotiations and presentation skills;
- Able to work in a dynamic, deadline driven environment with many complexities;
- Flexible, has a sense of urgency and customer support oriented; Process oriented and driven to the continuous improvement of the activities;
- Available to travel at short notice, conduct international missions and considers working overseas an alternative for future career growth;
- Good understanding of MS-Office tools;
- Good understanding of CRM tools (Salesforce);
• Language: Fluent English and Mandarin in both writing and speaking
• Technical Knowledge/Specialization:
- Team player and good communication skills
- Well organized attitude
- With initiative to create opportunities, define strategies, pursue leads, drive deals closing
- Willingness to learn and challenge
- Possesses and applies comprehensive knowledge of principles and practices in the work assignments, which typically are complex in nature
- Excellent presentation and facilitation skills, combined with a strong analytical/technical aptitude
- Ability to effectively prioritize and execute tasks while under pressure
- Senior negotiation and customer relationship management skills
• Other Competencies:
- Strong sense of ethics
- Ability to work with multicultural diversity, and often under very short deadlines
