Commercial Director – Skywise

About the role

Skywise, a digital services company wholly owned by Airbus, offers integrated solutions covering Planning & Operations Control, Flight, Technical and Ground Operations. It is looking for a Commercial Director to lead an assigned territory and/or portfolio of customer accounts with high development potential, significant existing footprint or strategic customers. The role covers all commercial activities, including new sales, up-selling, cross-selling and contract renewals, and leads prospecting, account planning, consultative selling, negotiation and handover to delivery.

Key responsibilities

• Achieve new sales and renewals to meet or exceed personal targets and business objectives such as new product launches or market share goals.
• Understand customers' flight operations processes and needs, and maintain expertise on Skywise and partner products to identify upsell opportunities.
• Build strong relationships with decision makers and develop strategic account plans for key accounts, coordinating with Airbus global account management where appropriate.
• Create new opportunities from market and customer insights, and grow revenue through up-selling and cross-selling.
• Negotiate contract terms, conditions, pricing and commitments, and manage renewals to protect profitability.
• Develop commercial strategies, price targets and action plans, prepare sales presentations, and use Skywise CRM tools effectively.
• Attend trade shows and user conferences, assist Portfolio & Program and Marketing, and coordinate internal customers on invoicing, contracts and pricing issues.

Required profile

• Bachelor's degree or equivalent experience.
• Minimum 10-15 years of sales experience in SaaS within the Latin American and Caribbean (LAC) region and in airline flight operations or operations control centres (OCC).
• Recent experience working with leading European airlines.
• Strategic or consultative selling skills and in-depth knowledge of the airline industry.
• Excellent customer relationship management, written and oral communication, and project management and strategic account planning skills.
• Willingness to travel considerably (up to 60% domestic and international) and to work independently.

Required skills

• Spanish and English.
• Demonstrated knowledge of airline flight operations or practical experience in flight operations.
• Understanding of airline/aviation IT and application software.
• Sales force knowledge.

What we offer

• Being part of the Airbus network, flexible hours and vacation days (15-24 days).
• Christmas shut down, 12 sick days and maternity and paternity benefits.
• Training and development support, strong work-life balance and casual dress code.
• Group benefits plan, pension scheme and access to an employee share scheme.
• Mental health support, referral program, summer core hours rewards, monthly lunch and learns and an active inclusion and diversity committee.