Commercial Director APAC

NAVBLUE, an Airbus Company, is currently seeking a Commercial Director to join our growing team. The Commercial Director serves as the primary point of contact for Customer relationships for NAVBLUE. 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 NAVBLUE products and services solutions and featuring at least 1 strategic account and several strategic opportunities for NAVBLUE.

A Commercial Director contributes to building and maintaining long-term relationship with a group of Customers and generally stays with Customers for the lengths of their relationship with the company.

This role is responsible for all commercial related activities, including but not limited to, identifying new business opportunities, contributing to the development of appropriate marketing strategy, establishing and nurturing relationships with customers, and providing strategic guidance and oversight on management of customer contracts, while abiding by NAVBLUE standard operating procedures.

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Act as the Customer’s advocate within NAVBLUE
• Create “High – Wide & Deep” customer relationships with decision makers and maintain an awareness of issues affecting customers.
• Develop a deep understanding & anticipate individual Customers’ needs through regular attendance on-site with the customer
• For a limited list of key accounts within the assigned territory and/or portfolio of customer accounts, contribute to the establishment and support the implementation of a strategic account development plan, and facilitate efficient coordination with Airbus global account management team for the said account, if and where appropriate.
• Identify new business opportunities through additional product lines, features and service
• Create and execute at least 1 Key Account Development Plan with customer(s) designated as a NAVBLUE global strategic account with the following responsibilities.
  • Business Growth Strategy:
    Define and drive the long-term business growth and relationship strategy.
  • Stakeholder Management Strategy:
    Effectively manage, influence, and align a diverse, multi-functional team of both internal and external stakeholders (up to and including C-level executives).
  • Executive Engagement Strategy:
    Lead and direct NAVBLUE's engagement with the customer, including involvement of NAVBLUE's Executive Management team.
• Identify and execute at least 3 to 4 strategic opportunities at company and/regional levels that are high value and impactful to the company and are continuously qualified in the NAVBLUE pipeline often requiring regular engagement with internal and external stakeholders (up to and including C-level executives).
• Create and execute efficient customer site visits in accordance with Key Account Development Plan and departmental guidelines and deliverables
• Maintain personal expertise of the NAVBLUE product portfolio such that the responsibilities of the Commercial Director role can be fulfilled
• Manage established processes for determining priorities and billable nature of work requests by customers
• Relay pricing of estimates and quotations to the customers as required
• Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.
• Maintain efficient and timely communications with customers – with emphasis on in person or telephone communication
• Be proficient in the use of NAVBLUE’s CRM tools to maximize the return on key ratios for visits and proposals.
• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.
• Support the contract renewal process by facilitating discussions on terms, conditions, pricing, and commitments aiming to enhance profitability and business relationship with customers.
• Provide input for the development of commercial strategies, tactics, price target settings,…