SKYWISE - Commercial Director

Job Description:

Skywise is a leading digital services company, wholly owned by Airbus. We deliver a first-of-its-kind offer that seamlessly integrates Planning & Operations Control, Flight, Technical, and Ground Operations. By providing interoperable digital solutions for end-to-end operations, Skywise combines aircraft manufacturer expertise and digital know-how to transform operational complexity into predictable and profitable performance, ensuring resilient and more sustainable operations.

Skywise is currently seeking a Commercial Director to join our growing team. The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of Skywise products and services solutions and/or featuring a list of strategic customers for Skywise. This role is responsible for all commercial related activities, including but not limited to, new sales, growing account revenue via up-selling and cross-selling and contract renewals. The Commercial Director will lead and contribute to all selling related activities including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the Skywise standard operating procedures.

Role Summary;

Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by Skywise management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, …). The Commercial Director objectives are set to have a significant impact on region’s business achievements.

Commercial Director Responsibilities

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.

• Maintain expertise on Skywise and partner products in order to help identify up-sell opportunities, and solve customer pains with Skywise solutions, updating customers on new products and technology where appropriate.

• Build “High-Wide & Deep” relationships with decision makers and maintain an awareness of issues affecting customers.

• For a limited list of strategic accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.

• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.

• Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines, features, and services.

• Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.

• Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of Skywise solutions in the assigned territory and/or portfolio of customer accounts

• Prepare and present clear, compelling and persuasive sales presentations.

• Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.

• Be proficient in the use of Skywise CRM tools and apply the sales process to maximize the return on key ratios for visits and proposals.

• Attend trade shows and user conferences as required.

• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.

• Coordinate between Skywise internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

Education: Bachelor’s degree or equivalent experience

Mandatory Experience:

• Minimum 10-15 years sales experience in SaaS within LAC region and the Airline Flight Ops or Operations Control Centre (OCC) field

• Recent experience of working with leading airlines within the European region

• Strategic or consultative selling skills

Knowledge, Skills, Demonstrated Capabilities & Competencies:

• Spanish and English

• Demonstrated knowledge of airline flight operations, or practical experience in flight operations

• Demonstrated understanding of airline/aviation IT and application software

• In-depth knowledge of airline industry

• Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.

• Project management and strategic account planning skills

• Achievement and results oriented

• Willingness to travel considerably as required

• Able to function and work independently and confidently

• Possess drive and perseverance to ensure all opportunities are uncovered and pursued

• Display strong entrepreneurial and mature spirit

• Highly independent and hands-on leader

• Effective team player in the organization

• Possess high level of energy and integrity

• Excellent communicator, articulate and persuasive

• Sales Force knowledge

Travel Required:

• Up to 60% Domestic and International

What we Offer:

As part of the family, you’ll get to enjoy the following benefits:

• Being part of Airbus Network

• Flexible hours

• Vacation Days (15-24 days)

• Christmas Shut Down

• 12 Sick Days

• Training and Development Support

• Strong work-life balance

• Casual dress code

• Competitive group benefits plan

• Maternity & Paternity benefits

• Work travel ability

• Strong focus on mental health support benefits

• Generous pension scheme

• Access to Employee Share Scheme

• Learning and Development support

• Referral program

• Summer Core Hours

• Rewards and Recognition program

• Monthly Lunch and Learns

• Active Inclusion and Diversity Committee

• And much more!

Selection and Hiring Commitment

We thank all applicants for applying. Only selected applicants will be contacted.

Skywise is committed to creating an environment and a culture where everyone feels like they belong no matter who they are or where they are from. We are committed to providing equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job. We do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national or ethnic origin, religion, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, record of offences, and basis of disability or any protected class. Accommodations will be available on request for candidates throughout the entire recruitment and selection process.

AI Disclosure: No artificial intelligence tools are used to screen, assess, or select candidates for this role

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.

Company:

Employment Type:

-------

Experience Level:

Job Family:

By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus.

Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief.

Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to [email protected].

At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.