Sales Contract Negotiator

Job Description

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Your main accountability in the regional Lat Am & Caribbean Business Unit (BU) is ensuring the contractual integrity of agreements between Airbus and its customers. This includes drafting, negotiating, amending contracts and making contractual and commercial decisions in line with Airbus commercial objectives while complying with approved processes.

• Participate in defining commercial strategy, sales objectives and business rationales.
• Draft, negotiate, and amend individual sales contract documents (Proposals, Letters of Intent, Memoranda of Understanding, Purchase Agreements, Amendments, Lease Agreements where applicable), ensuring they reflect the mutual obligations and internal approvals.
• Ensure contracted obligations and returns align with Airbus industrial, technical, legal constraints and Lat Am & Caribbean BU objectives, particularly regarding deal profitability and risks.
• Monitor fulfillment of customer obligations and renegotiate contracts to address changing requirements, defaults or contentious issues.
• Provide information on negotiated commitments to all relevant Airbus entities and give advice or clarifications as necessary.
• Validate business control sheets or other e‑tools to verify contractual integrity.
• Confirm that risks and obligations created by negotiated Sales Contracts are acceptable to Airbus and approved.
• Provide timely and succinct briefings to line management on negotiation status.

• 12+ years of experience working with international commercial teams, either in support or directly customer‑facing roles.
• 5+ years of negotiation experience in an international context, ideally in aviation.
• Knowledge of contract law in international contexts.

• Master’s degree in business or international contract law.

• Up to 50% international travel.
• Frequent travel within the region and worldwide.

• Eligible to work in the United States.

• None required.

• Strong relationship and presentation skills.
• Team player capable of working in a demanding, rapidly changing environment.
• Ability to convince and take initiative.
• Knowledge of financial tools.
• Proven drafting skills and a strong sense of rigor.

• Negotiation level proficiency in English.
• Spanish and French language skills are a plus.

• Google Workspace tools (Docs, Sheets, Slides).
• Microsoft Word.

Negotiations occur in high‑pressure environments with a wide range of customers and company cultures. The successful candidate will negotiate with various levels of management at customer facilities—from CEOs and CFOs to engineers and fleet planning specialists. Adaptability, assertiveness, and diplomacy are required to manage people’s emotions.

• Participate in elaboration of commercial strategy for accounts.
• Make tactical decisions during commercial campaigns and negotiations.
• Decisions impact campaign outcomes and commit Airbus to deliver on contract terms.

Direct reports:
None. The role involves significant coordination across Airbus’s commercial, engineering, customer services, programs, and finance departments.

The value of transactions under this role ranges from hundreds of millions to tens of billions of dollars. The focus is on negotiating deals to closure while mitigating risks and ensuring all contractual elements are understood and aligned with internal approvals.

Internally, interactions span senior Airbus leadership (CEO, SVP, VP, Band IV) to working‑level specialists. With customers, negotiations involve executives and specialists at all levels, with regular engagement at General Manager and VP levels.

• Onsite: 80%;
  Remote: 20%.
• Vision and hearing essential for daily communication.
• Ability to operate personal computer, telephone, and electronic identification systems.
• Ability to carry documents, laptops, and luggage during travel.
• Capability to lift documents and equipment when necessary.
• Ability to sit and stand for extended periods.
• Travel up to 50% of the time, including short notice.

Airbus provides equal opportunities to all qualified applicants regardless of race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, or genetic information. Airbus does not sponsor visas for US positions unless specified. The employment relationship is at will.

Airbus Americas, Inc.

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