Sales Contract Negotiator

Job Title

Your main accountability in the regional Lat Am & Caribbean Business Unit (BU) is the contractual integrity of any agreement entered into between Airbus and any of its customers handled by such regional Business Unit.

Such contractual integrity entails that documentation strictly and unambiguously reflects all aspects of the commercial, technical or other agreement reached between the Customer and Airbus, while limiting in an optimal manner the implicit or explicit costs and risks triggered by the obligations entered into by Airbus pursuant to such agreement.

You will be responsible for drafting, negotiating and amending contractual documentation and making contractual and commercial decisions in line with the commercial objectives of Airbus and in compliance with applicable approval processes.

Main tasks and responsibilities include:

• Participating in the definition of commercial strategy, sales objectives and business rationales
• Drafting, negotiating with customers and amending individual sales contract documents (Proposals, including Letters of Intent, Memoranda of Understanding, Purchase Agreements and Amendments, Lease Agreements, as applicable) in order to reflect in detail the mutual obligations of Airbus and its customers as globally negotiated by the regional Lat Am & Caribbean Business Unit while guaranteeing that the contractual documentation accurately reflects internal approvals
• Monitoring the fulfillment of customer obligations and re-negotiate contracts to cope with Customer changing requirements, defaults or contentious issues as they may arise
• Ensuring that the contracted obligations and returns are consistent with (or represent the best compromise between) Airbus' industrial, technical, legal or any other constraints or capabilities and the Lat Am & Caribbean Business Unit objectives, in particular as regards deal profitability and risks
• Ensuring that information concerning negotiated commitments is made available to all relevant Airbus entities liable to fulfill these commitments, and provide advice or clarifications on the background as may be necessary
• Validating each business control sheet (or other business control e-tools) with a view to verifying the contractual integrity of the transaction documentation
• Ensuring that the risks and obligations created by the negotiated Sales Contracts are acceptable to Airbus and approved
• Providing timely and succinct briefing to line management on status of negotiations

Required experience and training:

• 12+ years of experience in working with international commercial teams, either in a support function or directly in a customer facing role.
• 5+ years of experience in negotiation in an international context, ideally in the aviation industry
• Knowledge of contract law in an international context
• Master degree in business, or international contracts law (preferred)

Travel required:

• Up to 50% international
• This role will involve frequent travel for business in the region and worldwide and as such you must be able to travel accordingly.

Eligible to work in the US

Clearance:

• None required

Knowledge, skills, demonstrated capabilities required:

• Good relationship skills
• Team player
• Good presentation skills
• Ability to work in a demanding and quickly changing environment
• Ability to convince and take initiatives
• Knowledge of financial tools
• Proven drafting skills and a strong sense of rigor

Communication skills:

• Languages skills: negotiation level in English
• Spanish & French a plus

Technical systems proficiency:

• Google Suit tools (doc, sheet, slides)
• Microsoft Word

Complexity of the role:

Negotiations occur in high pressure environments, with a wide range of different customers and company cultures. The successful candidate will be negotiating with various levels of management at our customers' facilities, from CEOs and CFOs to engineers and fleet planning specialists. Adaptability, assertiveness and diplomacy are required with an ability to manage people's emotions.

Level of decision making:

• You will participate in the elaboration of the commercial strategy for her/his accounts
• You will make tactical decisions during the course of the commercial campaigns and negotiations
• The decisions you make will impact the outcome of the campaign, and will commit Airbus to deliver to the extent documented in the contract.

Organizational information:

The role involves significant coordination across different departments within the Airbus organization, including the commercial, engineering, customer services, programs, and finance departments. The Sales Contracts Director must bring Airbus resources together to come to provide Airbus customers with a commercial and technical solution that beats the competition while meeting Airbus' internal priorities.

Job dimensions:

The value of transactions you will take responsibility for amounts to hundreds of million of dollars (for small contracts comprising a few aircraft), often tens of billions of dollars (for contracts covering high volumes of aircraft), with the…