Job Description:

Introduction

We are a transnational organization with substantial footprint in several countries in the Region; we are directly responsible for managing the interface with Defence and Space customers in our perimeter: all customer exchanges are vital for our Division and the health of our company and its shareholders.  

A vacancy has arisen as Key Account Manager (KAM) in Türkiye. The role is situated in the Europe region of the Global Business organization, reporting to the Head of Eastern Europe & Central Asia and working under the supervision of Lead Key Account Manager for Türkiye.

Purpose

The Türkiye Key Account Manager (KAM) manages and develops customer relationships, and develops future business opportunities in relation to the Defence and Space portfolio.

The Key Account Manager leads customer relationships, business development and order intake achievement in Türkiye, as well as supporting other Key Account Managers in the region (especially within Turkic states) with their network covering the full range of Airbus Defence and Space products, services and solutions.

In addition, the Key Account Manager will support the Program organization in the execution of existing contracts in the region.

Job Responsibilities

• Building positive, long-term and strategic relationships with customers, stakeholders and partners and is leading the industrial collaboration definition by providing a strong insight in local industry capabilities.

• Establishing Account Plans based on country / account, customer, DS portfolio and competitor knowledge; influencing company and customer stakeholders to bring the plans and underpinning strategies to fruition

• Ensuring and maintaining close relations with the key political stakeholder; Having a strong understanding of the political landscape in the complex region

• Achieving Order Intake targets, by identifying and developing a pipeline of leads through to business-winning campaigns, in close cooperation with Business Units, BU Sales and Bid Management teams; and monitoring and supporting the effective implementation of contracts

• Owning the overall customer relationship, ensuring an end-to-end interface throughout the sales and delivery cycle; bringing the voice of the customer into the company; and continuously improving customer loyalty, including implementation of the Customer Review Process and related actions

• Maintaining a robust assessment of the business potential and pipeline; generating a strategic vision on markets and driving the country strategy implementations, including the Airbus partnerships in place; responsible for defining the Local industrial participation and managing the local industrial stakeholders, in close collaboration with Industrial Participation department

• Supporting Campaigns to a successful conclusion; ensuring the Campaign Manager role when appointed (case-by-case basis).

• Ensuring successful program delivery, entry into service and exploitation, supporting the Program and Services organization throughout the lifecycle of the program and product in the country/Region.

• Working with NATO and EU Defence & Security KAMs, and other country KAMs, to conceive, develop and promote multilateral projects in line with the relevant funding opportunities

• Providing effective cooperation with Airbus Commercial/International and Helicopters to strengthen Airbus’ overall position and success in the designated countries

• Sustaining Airbus values and ensuring strict adherence to Ethics & Compliance and Export Control rules at all time

Location: position based in Ankara, flexible remote working and frequent travels in the country or to EU

Job Requirements

● Pre-existing experience in Türkiye and a high degree of cultural awareness. Existing network with political and senior military leadership is a great advantage

● Act as a thought leader and position ADS as a strategic partner to government levels in the assigned country

● Strong understanding of export support mechanisms (e.g. G2G) of Airbus’ home countries to facilitate business in assigned countries

● Degree in Business or Engineering and/or previous military or diplomatic career/experience is a great advantage

● Minimum 10 years of working experience in the field of aeronautics & defence with industry or military or government, with special emphasis in Space and/or Aircraft sector, both commercial and military

● Proficient in English and Turkish, as well as excellent writing, communication and presentation skills

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.

We are looking forward to your application!

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:

Airbus Havacilik Sanayi Ve Ticaret Anonim Sirketi

Employment Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts

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