Sales Manager Aerospace H/F

Description de l'offre

About Nexans
As a global leader in advanced cabling and connectivity solutions, Nexans brings energy to life through an extensive range of best-in-class products and innovative services. For over 120 years, innovation has been the company's hallmark, enabling Nexans to drive a safer, smarter and more efficient future together with its customers.
Today, the Nexans Group is committed to facilitating energy transition and supporting the exponential growth of data by empowering its customers in four main business areas: Building & Territories (including utilities, smart grids, e¬mobility), High Voltage & Projects (covering offshore wind farms, submarine interconnections, land high voltage), Telecom & Data (covering data transmission, telecom networks, hyperscale data centers, LAN), and Industry & Solutions (including renewables, transportation, Oil & Gas, automation, and others).
Corporate Social Responsibility is a guiding principle of Nexans' business activities and internal practices. In 2013 Nexans became the first cable provider to create a Foundation supporting sustainable initiatives bringing access to energy to disadvantaged communities worldwide. The Group's commitment to developing ethical, sustainable and high-quality cables drives its active involvement within several leading industry associations, including Europacable, The National Electrical Manufacturers Association (NEMA), International Cablemakers Federation (ICF) or CIGRE to mention a few.
Nexans employs more than 26,000 people with industrial footprint in 34 countries and commercial activities worldwide. In 2017, the Group generated 6.4 billion euros in sales. Nexans is listed on Euronext Paris, compartment A.

Country : France (FR) - Location : Draveil

Function : 14-Sales & Marketing

Contract Type : Contrat à Durée Indéterminée

Context :

· The Aerospace Sales Manager reports to the Segment Manager Aerospace, Defense & Healthcare and works in close collaboration with other team members in sales, marketing, legal, product management, front- and back office and business controlling.

· The Aerospace & Defense markets are Nexans Strategic segments for the future. It is characterized by strong technical content and very dynamic market environment involving global companies.

Purpose :

· The Sales Manager is responsible for selling Nexans Aerospace products, services and solutions to global clients in the field of Aerospace & Defense Market.

· He/she represents Nexans at key customers and prospects in the field by executing the commercial action plan to maximise sales/commercial margin.

· He/she is responsible for the full sales process, from prospecting to the elaboration of commercial proposals, and from order management to cash collection.

Area of responsability :

Achieve sales / Commercial margin objectives according to the Commercial Action Plan :

· Targets key clients, prospects & visits customers
· Promotes value added offering, Nexans value proposition and image
· Develops relationship & loyalty and detects continuously new opportunities for Nexans
· Proposes and implements improvements in her/his customer and product portfolio and pricing
· Manage & support external Aerospace Commercial agents and Distribution network worldwide
· Negotiates Distributors and Commercial agent contracts to strength our sales channel and market coverage

Identifies Projects and Prospects that will generate profitable business in the short term (1 year) :

· Detects continuously new opportunities for Nexans, collects information on the next projects and anticipates negotiations.
· Participates to the definition/change in the Segment value chain : Nexans, Commercial agent, distributors …
· Launch customer product development requests, in line with the company strategy

Identifies Trends and Opportunities for the Medium Term (next 3 to 5 years)

· Contributes to the Strategic Plan on her/his portfolio (and geographical area) : market trends, mega trends, new regulations, competition inputs, new standards
· Formulates and implements differentiated offer proposals to secure Nexans’ future profitable growth
· Work proactively in the customer long term contract

Responsible of the offer from RFQ to payment

· Prepares (or make it done) the offer
· Promotes the added value services (supply chain/engineering)
· Participate to the weekly quotes follow-up meetings with the FO
· Presents the offer and negotiates contract
· Present differentiated offer to the Key customers
· Follow the customers payment by the monthly report and negotiate solution in case if delays or blocking points with the customers

Information/reporting

· Makes customers visits with the relevant information
· Makes Monthly Report to N+1 with main facts and information regarding market, customers, business opportunities, issues, orders, competition
· Provides forecasts in accordance with the Supply Chain S&OP process and participates to the S&OP meetings in the plants
· Makes the following year budget for his area of responsibilities
· Gives his inputs for the 3 or 5 years strategic Plan

Interfaces:

· Manages the internal interface with FO/BO/supply chain organization/Technical/Credit management
· Manages the external interface with customers/prospects/decision makers/ procurement/technical departments/supply chain

Required qualifications :

· Engineer and/or business school degree
· 3 to 5 years experience in sales in the Aerospace & Defense sector
· Fluency in English.
· Another language would be a strong plus.

Required skills :

· Sales strategy - customer relationship - customer business development
· Pricing skills
· Sales technical and behaviour skills
· Negotiation and contracting skills
· Reporting skills
· Aptitude for analytics and problem-solving
· Ability to determine solutions for customers (consultative sales approach)
· Takes responsibility and must be results-orientated
· Persistent, self motivated and drive to win
· Resilience and the ability to cope with rejection
· The ability to work both independently and as part of a team
· The capacity to flourish in a competitive environment
· Excellent communication and presentation skills
· Able to travel a minimum of 50% of his time

Nexans welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process. During the hiring process, should you be selected for an interview, accommodations will be provided.