Manager, Unmanned Aerial Systems Sales And Offers

Unmanned Aerial Systems Sales And Offers Manager

Airbus Helicopters is looking for an Unmanned Aerial Systems Sales and Offers Manager to join our Sales Team in Grand Prairie, TX. In this role, you will be responsible for leading the strategy, growth of revenue, and market share for UAS in the commercial and parapublic market for Airbus Helicopters North America (AHNA). You will combine strategic sales leadership with hands-on management of the complex offer process, ensuring all UAS proposals, whether for new aircraft or existing fleets, are competitive, compliant, and profitable. In addition, you will act as the UAS segment expert, providing guidance, developing strategies, and directly managing the creation and negotiation of UAS contracts and also engage in business development, direct sales activities, and capture/proposal management.

As the world's number one helicopter manufacturer, our team members in the Sales department work closely with our customers to make sure they have the aircraft that best fit their needs - whether that be our civil range helicopters supporting first responders or the most challenging military missions.

A suburb just outside the Dallas-Fort Worth metropolitan area is home to Airbus Helicopters U.S. regional headquarters, where we have more than 1,000 employees. Check out one of the seven professional sports teams that also call Dallas home - you may even see a special, custom Airbus helicopter dedicated to the Dallas Cowboys flying during home games.

How We Care For You

• Financial Rewards: Competitive base salary, incentive compensation which may include profit sharing schemes, retirement savings plan and the ability to participate in an Employee Stock Ownership Plan ("ESOP")

• Work/Life Balance: Paid time off including personal time, holidays and a generous paid parental leave program.

• Health & Welfare: Comprehensive insurance coverage including medical (traditional and high-deductible health plans), prescription, dental, vision, life, disability, Employee Assistance Plan ("EAP") and other supplemental benefit coverages.

• Individual Development: Upskilling and development opportunities through our global Leadership University, including unlimited access to 10,000+ e-learning courses focusing on ways to develop your employability, certifications, career path as well as the opportunity to participate in accelerated development programmes and both national and international mobility.

Your Challenges

Sales Generation: 50%

• Perform follow up on sales leads generated by prospect/customer calls, aircraft demonstration tours and "cold calls".

• Maintain contact with AHNA customers by regular and/or periodic visits to their sites, with the goal of booking new helicopter sales. Activities include:

  • Diversify contacts within AHNA customers beyond primary contact to develop and maintain broad customer knowledge and needs.

  • Establish meetings with existing AHNA customers and end-users a minimum of four times annually to maintain awareness of AH status including near, mid, and long-term purchase requirements.

  • Stage and integrate prospecting sales call activities into customer meeting schedules and travel routing.

  • Meet with each non-AHI customer or end user to capture intelligence on future opportunities.

• Coordinate customer and prospect meetings/data exchange with appropriate AHI Market Segment Sales manager (MSM).

• Assist in the development of territory marketing and sales strategies and forecasts to anticipate changing market conditions and hit annual sales targets for units, value, and market share.

• Maintain knowledge of competitor's products and sales activities, and possess an awareness of the comparison to AHI products.

• Collaborate with the Program Management Team, Delivery Manager, and Marketing/Events Department to ensure that aircraft deliveries are in accordance with customer and company standards as required.

Administration and Reporting 25%

• Represent Airbus Helicopters as the UAS expert and maintain a strong presence with customers throughout the purchase process, providing council and advice that helps them meet their mission expectations.

• Continuously improve the delivery process and overall customer experience. Capture lessons learned from prior offers to drive continuous improvement in the overall AHNA offer process.

• Deliver strong leadership to both internal and external stakeholders, acting as a subject matter expert and providing trusted guidance during all UAS discussions.

• Coordinate and remain closely aligned with the program/P&L managers for UAS services and support and program management.

• Prepare and submit timely/accurate reports including detailed customer prospect contacts, expense reports and plans for upcoming week.

• Ensure compliance with all AHNA and group-level procedures, including Anti-Money Laundering (AML) and "Know Your Customer" (KYC) regulations, in addition, to export control.

• Compile data and prepare formal and informal presentations for prospective customers.

• Monitor travel and related budgets to operate within company guidelines.

Market Analysis: 20%

• Market analysis and forecast presentations for quarterly marketing meetings and prospecting in North America.

• Attend local and national trade shows and exhibits for purposes of developing new business contacts and general public relations activity.

• Recommendation of policy change as it relates to advertising and promotions.

Other duties as assigned: 5%

• Lead and support offer submission debriefs for executive management.

• Contribute to and influence the Airbus product evolution roadmap based on customer and market feedback.

• Develop contracts for UAS in coordination with AHI Contracts and Aerovel Contracts.

• Take on other special projects and duties as assigned to support department goals

Your Boarding Pass

• Possess a Bachelor's degree in Marketing, Management, Business Administration, related field or combination of education and equivalent experience

• Have eight (8) + years of experience in the aviation industry (UAS preferred)

• FAA Part 107 Remote Pilot Certification or Government Equivalent Training

• High proficiency in Google Suite, Excel, and moderate in PowerPoint, Word, and Sales Force.

• Ability to multitask, set priorities, and present in public speaking settings

• Willingness to travel ~75%, domestic and international

• Must be a US Person under ITAR definition (a U.S. Citizen, green card holder or person covered under our existing ITAR license)

Preferred Education/Skills

• MBA in Business or Technologies

• Minimum three (3) years of experience in direct sales; related to Helicopter.

• Airframe and Powerplant Certificate

• Commercial Pilot's Rating, 500+ Hours

• Fluency in German or French is preferred.

Physical Requirements

• Onsite or remote: Remote

• Vision: able to see and read computer screens and other electronic equipment with screens, able to read documents, reports and engineering drawings. Daily

• Hearing: able to participate in conversations in person and via teleconference or phone and to hear sounds on the production floor including safety warnings or alarms. Daily

• Speaking: able to speak in conversations and meetings, deliver information and participate in communications. Daily

• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. Daily

• Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Daily/as required