Head of Business Growth APAC

Job description

Overview

At Airbus Defence and Space (ADS), the Public Safety and Security (PSS) team is looking for a motivated and experienced Head of Business Growth to join and lead our dynamic APAC team.

As Head of Business Growth for Public Safety and Security APAC (excluding China and Hong Kong), you will be a member of the PSS APAC management team and focus on developing business while supervising a team of sales managers.

Position Overview

PSS provides critical communications solutions to its customers.

Two generations of products are offered:

• Narrow band (Terrestrial Trunked Radio (TETRA) Standard) where we sell stand-alone systems and associated services (Base Stations and core, devices, software and services).
  
  
• Broadband (Mission Critical Services, connectivity solution integrated into data servers of 4G/5G core networks and into control rooms, devices) where we deliver solutions including software and services.
  
  

The business model is diverse (direct contracts with government, indirect with Value Added Resellers (VAR), with Mobile Network Operators (MNOs), partnerships with IT companies, etc.).

Countries of responsibility are: South East Asia (mainly Singapore, Indonesia, Malaysia, Thailand, Vietnam, Philippines), Taiwan, Japan, Korea, Mongolia, Australia, New Zealand.

The Head of Business Growth APAC will have full accountability to develop and build business opportunities in the assigned markets, in line with Airbus Defence and Space Finland and France strategy and directions.

This role involves managing and maintaining relationships with local and regional accounts and prospects.

Considering future growth ambitions in the region, leading large teams of account management is necessary.

Market knowledge of the APAC region is required in one or more of the following domains: telecommunications, ICT industry, public safety, or large enterprise customers.

The suitable candidate demonstrates mature leadership and seniority, able to take natural lead with minimal guidance and to win trust and recognition from potential customers and partners, as well as within the Airbus organisation in APAC and Europe.

The job holder is a member of the PSS APAC management team and, as such, is involved in major strategic and operational decisions in the region.

This role does not have signing authority to execute sales contracts.

Primary Responsibilities

• Achieve order intake targets (in line with profitability and cash objectives) in the region through development of new/current business opportunities.
  
  
• Lead an international team of 6 sales (in place or to be recruited), with a span of control of 10 additional persons (bid managers, business analysts, procurement, legal, finance) and engagement of large teams (up to 20) for large campaigns.
  
  
• Reports in business reviews, liaises with Airbus Defence and Sales Key Account Managers in the countries, leads marketing decisions and engage the marketing and communication team accordingly (exhibition, marketing events, reseller seminars).
  
  
• Ensure Airbus processes are followed, especially regarding Ethics and Compliance.
  
  
• Support the development of trust relationships with assigned Mobile Network Operators (MNO) or VAR accounts at the level of key influencers.
  
  
• Identify, develop, maintain and expand customer power base (e.g., influencers, decision makers).
  
  
• Acquire a thorough understanding of MNO/SMVNO needs and requirements regarding business critical (enterprise) and mission critical (public safety) segments.
  
  
• Actively identify customer pain points from technology and business aspects and determine technical, commercial and/or operational solutions.
  
  
• Understand PSS portfolio and capabilities to best position them in the market.
  
  
• Drive initiatives with third parties and systems integrators when needed to cover gaps and improve business solutions.
  
  
• Support creation of business development plans and strategies for opportunities with selected accounts.
  
  
• Develop market capture plans in line with PSS methodology and processes.
  
  
• Provide consistent inputs to relevant PSS internal stakeholders to improve and adapt the company offering to the target market.
  
  
• Subject to the industrial setup of campaigns, participate in the preparation of technical and commercial proposals.
  
  
• Use PSS digital tools to create and update opportunities’ status, prepare progress and forecast reports for main PSS stakeholders.
  
  
• Support the qualification of campaigns in line with PSS process.
  
  
• Actively engage with Airbus digital marketing teams to support opportunity creation and campaign development.
  
  
• Manage and report on selling expenses for the region.
  
  
• Other duties reasonably determined from time to time by the Company.
  
  

Secondary Responsibilities

• Any responsibilities as per assigned – support any activities within the department when required.
  
  
• Comply with Airbus Singapore’s management policies.
  
  
• Adhere to Airbus Singapore’s management handbook.
  
  
• Live and embrace Airbus Code of Conduct.
  
  

Required Skills

• At least 12-15 years of experience in Telecommunications or related field.
  
  
• Bachelor's Degree in Telecommunications, Business, or related.
  
  
• Strong listening, communication and interpersonal skills with aptitude in building relationships with executives of all organizational levels.
  
  
• Solid leader with track record of managing employees.
  
  
• Proactive approach and ability to both influence at a senior level and perform hands-on tasks (e.g., tendering, marketing campaigns, reporting).
  
  
• Track record of successful leadership in change management projects.
  
  
• High motivation for new business development.
  
  
• Strong coordination skills.
  
  
• Ability in problem-solving and solid decision making.
  
  
• Ability to travel in the region about 50-100 days per year as required (50%).
  
  
• Fluency in English (working language).
  
  

This job requires awareness of potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

Company

Airbus Singapore Private Limited

Employment Type

Permanent

Experience Level

Professional

Job Family

Customer Account and Service Management

Airbus is committed to equal opportunities for all and welcomes applications irrespective of background, age, gender, disability, sexual orientation or religious belief.

By submitting your CV or application you consent to Airbus using and storing information about you for monitoring purposes relating to your application or future employment.

Airbus does not require monetary exchange in recruitment.

Any impersonation should be reported to

Required Skill Profession

Operations & Business Administration