Purpose of this role:
- Responsible for conducting all of Embraer’s operations in China.
- Oversee and achieve the goals in the sales, marketing, customer satisfaction and business development programs targeted toward the commercial airline industry throughout the China mainland, Hong Kong, Macau and Mongolia markets, and in accordance with Embraer Commercial Aviation’s business directives, mission and vision.
- Responsible for sales and marketing strategy and execution in the region, aiming at increasing sales, revenue, margins, market share, generating cash, and expanding the customer base, for the Commercial Aviation business unit. To ensure Embraer’s organization integrity and institutional sustainability in the region.
Key Accountabilities:
On the role of Managing Director of China Site:
- The presidency of the Company, involving the administration of all of its functions and guaranteeing the preservation of the interests and corporate security of Embraer in China, with a focus on maximizing profitability and respecting the best principles of corporate governance.
- The development of the aviation business in China, in all of its aspects, pursuing their sustainable and profitable growth, ensuring the implementation of the strategies and guidelines.
- Ensure the corporate and product brand awareness in the region by developing and coordinating regional marketing and promotional and communications strategies, as well as representing the company externally.
- The conducting of the institutional relationship and industry corporation with customers, Government authorities, suppliers, financiers and associations, as well as the press, labor unions and business associations, the market, and society. On behalf of consolidating the presence of Embraer in China, of the growth of its business, and of the consolidation of its institutional and brand image.
- Ensure maximum Embraer First value for Embraer through effective internal relationships with other BUs, support the BU strategic progression by contributing and leading where required global initiatives (i.e. A3s)
- Ensure organizational excellence in the region by nourishing a successful corporate culture, developing people and maximizing employee satisfaction.
- Any other duties to be carried out by management or the board of directors.
On the role of Vice President of Commercial Aviation:
- Ensure the achievement of the company’s sales goals in the region by developing and executing the region’s strategic plans.
- Ensure the achievement of the company’s margin and revenue targets by leading the business and sales process.
- Achieve the company’s free cash flow targets by implementing and managing the regional budget and maximizing revenue.
- Ensure Embraer’s corporate sustainability in the region by building business synergies, improving operational efficiencies and managing external relations.
- To support the production plan by providing detailed and accurate sales forecasting.
- Ensure effective and efficient management of Sales Pipeline including the embedded use of CRM and Sales Pipeline tools (i.e. SalesForce).
- Implements strategic marketing plans, sales plans, to achieve corporate objectives for sales, products and services for commercial aviation market in China.
- Responsible for ensuring the implementation and achievement of marketing initiatives in the region.
- Develops sales/marketing operating budgets.
- Directly supports the sales managers with their account management and new/pre-owned sales efforts.
- Builds and maintains customer relationships to support new business and sales opportunities.
- Support the sales financing efforts and banking, leasing company relationship in the region.
- Ensure full adherence to company’s compliance process and procedures through training, communicating and leading by example.
- Establishes local priorities and goals to guarantee the desired P3E organizational excellence results.
Requirements:
- Education: Bachelor Degree or above, preferably but not limited to Engineering, Aviation, Business Administration or equivalent. MBA would be desirable.
- Experience: At least 20 years’ relevant experience in sales and marketing of Commercial Aviation / Aviation industry. Business management, Financing and budgeting knowledge are essential
- Language: Fluent English and Mandarin in both writing and speaking
- Technical Knowledge/Specialization:
- Advanced knowledge of the airline industry and the aviation manufacturing industry
- Deep knowledge and insight in market positioning, business model and competitive strategy
- Business leader experience in the Sales, Marketing, Customer Support, Contracts, Programs and Engineering
- Confirmed knowledge of the market dynamics and understanding of the product and of the competition products
- Customer relationship management skills
- Strong interpersonal skills and emotional intelligence skills
- High presentation and communication skills
- Strong social skills
- Project management capability
- Leadership demonstrated capability
- Ability to coordinate multidisciplinary teams in complex sales environment, searching for innovative deal structures to improve company’s results and customer satisfaction
- Strong sense of ethics
- Ability to work with multicultural diversity, and often under very short deadlines
