Director Key Account Management ADM(f/m)

 

Company Information

TE Connectivity Ltd., is a $13 billion global technology and manufacturing leader creating a safer, sustainable, productive, and connected future. For more than 75 years, our connectivity and sensor solutions, proven in the harshest environments, have enabled advancements in transportation, industrial applications, medical technology, energy, data communications, and the home. With 78,000 employees, including more than 7,000 engineers, working alongside customers in nearly 150 countries, TE ensures that EVERY CONNECTION COUNTS. Learn more at www.te.com and on LinkedInFacebookWeChat and Twitter.

The Aerospace, Defense and Marine (Aerospace, Defense and Marine or AD&M) business unit of TE is part of the Industrial Solutions segment (Industrial Solutions) and is a world leader in the design of components and electrical interconnection solutions that are used for applications in extreme and rigorous environments. These interconnection solutions make possible applications of avionics, jet and propulsion engine management, flight controls, grounding systems and on-board entertainment (EAB) for today's "connected aircraft". This capability is extended to military, marine, aviation, space, land and drone vehicles, as well as oil and gas exploration of open-ocean deposits. TE offers solutions for enhanced connectivity that work and resist in the most extreme environments on Earth, from the deepest oceans to the ends of space. In your relentless activities to save space and weight, improve data delivery and power, you will find that AD&M is ready to collaborate with your design team to help you present your product more quickly in the market with smarter and better interconnect solutions.

Job Overview

The Aerospace Defense and Marine (AD&M) business of TE Connectivity are leaders in the development and engineering of a comprehensive portfolio of connectors, contactors, relays, sensors, fiber optics, wires, cables, and moldings for harsh environments. We have a global customer base with over 7,000 employees to deliver a broad range of solutions.

AD&M is organized by three products and one market subvertical business units that are run by a General Manager. Those subvertical business units have full P&L responsibility and are supported by a functional leadership team to drive the profitable growth of the business.

The Sales functions is organized into three regions and operates across all subvertical business units. We are currently seeking a top talent to fill a key role within our growing business unit as Key (Global) Account Manager (KGAM) for Airbus and Key Subcontractors (Safran, Latecoere, Fokker…). This role will report to the Vice President Global Sales. As part of the AD&M team, you will be joining a group of professionals who are passionate about ensuring the future growth of the business, whilst maintaining integrity, taking accountability, working together and continually improving to ensure constant innovation and openness to change.

Responsibilities & Qualifications

 

Responsibilities:

  • Act as the GKAM for Airbus and be accountable for profitable sales growth, development of new business opportunities and maintaining customer satisfaction.
  • Help and guide the outside sales personnel, Engineering, Product Management and Industry Marketing to identify and capture new business opportunities
  • Develop and own overall account plan, strategy and sales pipeline, leading the account team and field engineers in growing and converting opportunities to achieve stretch growth and margin goals
  • Manage all aspects of the account and position TE as a key strategic supplier for current and future developments / business opportunities
  • Develop executive level customer relationships, demonstrate TE’s technologies and capabilities, capture customer insights and share intelligence
  • Continually analyze current sales trends, market conditions and other pertinent information for Airbus and Key Subcontractors (Safran, Latecoere, Fokker…) to support the Sales and Operations Planning process and ensure all areas are capable of meeting customer needs
  • Develop a robust revenue and forecasting plan based on new program wins/losses, market trends, and supply chain conditions
  • Work closely with product management, engineering, and business development to develop the product roadmap for future generation products
  • Sell the value propositions of TE’s products and services
  • Understand the Airbus short, mid and long-term strategy and identify areas for TE to play
  • Negotiate and implement Global frame contractual agreement
  • Answer RFP from Airbus and Key Subcontractors, negotiate prices, and get profitable additional MS
  • Regular interaction with senior management, engineering, procurement, supply chain, and quality personnel across all key locations to assess current performance and reputation of TE, identifying areas of opportunity or improvement
  • Escalate/report Global account situation to TE Executive management, in a wisely manner
  • Work close to TE Customer Excellence Team, quality and supply chain, as well as inside sales team, securing TE position in term of Industrial performance

 

Qualifications:

  • Bachelor’s degree in Marketing, Business, Science or Engineering is required. MBA graduate program highly preferred.
  • Ten plus years of experience in sales and key account management, with a minimum of 5 years managing larger sales teams 
  • Experience developing, managing and executing successfully key account plan.Strong organizational skills for managing and coordinating a variety of activities in a fast-paced environment.
  • Sound strategic thinking with results orientation and execution skills
  • Experience in evaluating market conditions, trends, opportunities, and competitive threats
  • Demonstrated ability to lead and motivate a team, as well as a track record of developing sales talent
  • High-levels of conceptual thinking, problem structuring and analysis, cross functional team leadership, and the ability to work across organizational boundaries.
  • Managerial courage and communication skills to effectively and constructively challenge and influence and guide senior leaders and experts in the organization.
  • Must have fluency in French and English.
  • Skilled at working and leading in a multi-cultural, multi-matrix environment.

Competencies

  • Building Effective Teams
  • Managing and Measuring Work
  • Motivating Others
  • Values: Integrity, Accountability,Teamwork, Innovation
  • SET : Strategy, Execution, Talent (for managers)

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Location: 

Toulouse, 31, FR, 31300

Alternative Locations:  -
Education Experience:  Bachelors Degree (High School +4 years)
Travel:  50% to 75%


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