Sales Manager- Contracts

Job Summary
The Contract-Sales Manager serves as a critical link between the Sales Department and Program Teams to ensure the seamless integration of sales functions. This role involves developing and writing comprehensive commercial offers, negotiating them to meet customer needs and choices. The manager conducts and adapts contractual negotiations aligned with the commercial strategy and policy. Additionally, the manager oversees contract execution, ensuring compliance with all terms and effectively managing developments. The position requires implementing the Avionics GBU's commercial policy, aimed at achieving both economic objectives, such as order intake and revenue and strategic goals, including win rates.

Essential Job Functions
· Conduct strategic Bid-No Bid evaluations to assess the viability and strategic alignment of potential contracts, ensuring informed decision-making to maximize resource allocation and capture opportunities.
· Oversee the development and delivery of commercial offers, whether unsolicited or in response to RFPs, ensuring they are competitive, comprehensive, and in line with customer expectations.
· Ensure the financial success of business plan profitability and policy compliance by adhering to established commercial policies, promoting sustainable growth and alignment with corporate goals.
· Highlight product strengths and benefits to enhance perceived value and skillfully negotiate contracts and amendments to optimize terms and drive business success.
· Oversee contract implementation closely, using detailed feedback to refine processes, mitigate risks, and improve performance and customer satisfaction.
· Collaborate across departments to prepare and validate offers.
· Develop action plans for complex offers and contracts.
· Influence commercial policy and support business development efforts.
· Coordinate with Customer Service and Program teams to manage orders and contracts in line with budgetary objectives.
· Implement strategies for organic revenue growth through strategic pricing adjustments, contract amendments, and upselling opportunities.
· Identify and maximize upsell or cross-sell opportunities within existing customer relationships.
· Regularly assess and adjust pricing strategies to leverage market conditions.
· Act as the primary commercial contact for customers, negotiating contractual terms and addressing customer concerns.
· Collaborate on developing corrective plans to resolve customer issues effectively.
· Analyze essential metrics like order volume and unpaid invoices thoroughly, implementing strategic actions to enhance performance and resolve discrepancies effectively.

Job Summary
The Contract-Sales Manager serves as a critical link between the Sales Department and Program Teams to ensure the seamless integration of sales functions. This role involves developing and writing comprehensive commercial offers, negotiating them to meet customer needs and choices. The manager conducts and adapts contractual negotiations aligned with the commercial strategy and policy. Additionally, the manager oversees contract execution, ensuring compliance with all terms and effectively managing developments. The position requires implementing the Avionics GBU's commercial policy, aimed at achieving both economic objectives, such as order intake and revenue and strategic goals, including win rates.

Essential Job Functions
· Conduct strategic Bid-No Bid evaluations to assess the viability and strategic alignment of potential contracts, ensuring informed decision-making to maximize resource allocation and capture opportunities.
· Oversee the development and delivery of commercial offers, whether unsolicited or in response to RFPs, ensuring they are competitive, comprehensive, and in line with customer expectations.
· Ensure the financial success of business plan profitability and policy compliance by adhering to established commercial policies, promoting sustainable growth and alignment with corporate goals.
· Highlight product strengths and benefits to enhance perceived value and skillfully negotiate contracts and amendments to optimize terms and drive business success.
· Oversee contract implementation closely, using detailed feedback to refine processes, mitigate risks, and improve performance and customer satisfaction.
· Collaborate across departments to prepare and validate offers.
· Develop action plans for complex offers and contracts.
· Influence commercial policy and support business development efforts.
· Coordinate with Customer Service and Program teams to manage orders and contracts in line with budgetary objectives.
· Implement strategies for organic revenue growth through strategic pricing adjustments, contract amendments, and upselling opportunities.
· Identify and maximize upsell or cross-sell opportunities within existing customer relationships.
· Regularly assess and adjust pricing strategies to leverage market conditions.
· Act as the primary commercial contact for customers, negotiating contractual terms and addressing customer concerns.
· Collaborate on developing corrective plans to resolve customer issues effectively.
· Analyze essential metrics like order volume and unpaid invoices thoroughly, implementing strategic actions to enhance performance and resolve discrepancies effectively.

Job Requirements

Required Competencies

Education/Experience
· Bachelor's Degree from an accredited course of study in Aerospace, Mechanical, Electrical Engineering, Business Administration, Marketing, or related field.
· 10+ years of experience as a Sales Manager in the aeronautical, space and defense industry.

Knowledge, Skills, and Abilities
• Knowledge of contracting in the commercial and military aerospace field
• Strong knowledge of the Original Equipment Manufacturer (OEM) environment
• Cost estimating relationships, elements of cost and price and proposals
• Strong negotiation skills, including contractual negotiations
• Creating and implementing business plans, terms and conditions
• Creating and executing sales strategies
• Creating and presenting sales proposals
• Proficiency with Microsoft Office

Leadership Skills / Management Skills / Personal Skills
• Creative problem-solving skills
• Strong attention to detail with good accuracy
• Adaptability in a fast paced and complex organization
• Organizational skills
• Change agent
• Communication skills and active listening, ability to interact effectively with all levels of management
• Ability to manage and solve conflicts
• Ability to analyze and synthesize
• Customer oriented
• Integrity
• Quality Control Analysis
• Time Management
• Critical Thinking

Job Requirements

Required Competencies

Education/Experience
· Bachelor's Degree from an accredited course of study in Aerospace, Mechanical, Electrical Engineering, Business Administration, Marketing, or related field.
· 10+ years of experience as a Sales Manager in the aeronautical, space and defense industry.

Knowledge, Skills, and Abilities
• Knowledge of contracting in the commercial and military aerospace field
• Strong knowledge of the Original Equipment Manufacturer (OEM) environment
• Cost estimating relationships, elements of cost and price and proposals
• Strong negotiation skills, including contractual negotiations
• Creating and implementing business plans, terms and conditions
• Creating and executing sales strategies
• Creating and presenting sales proposals
• Proficiency with Microsoft Office

Leadership Skills / Management Skills / Personal Skills
• Creative problem-solving skills
• Strong attention to detail with good accuracy
• Adaptability in a fast paced and complex organization
• Organizational skills
• Change agent
• Communication skills and active listening, ability to interact effectively with all levels of management
• Ability to manage and solve conflicts
• Ability to analyze and synthesize
• Customer oriented
• Integrity
• Quality Control Analysis
• Time Management
• Critical Thinking

But what else? (advantages, specific features, etc.)

· Utilize sophisticated network tools for efficient management of offers and business plans, ensuring seamless storage, retrieval, and sharing of vital documents.
· Apply advanced analytical techniques to predict market trends and dynamics, facilitating proactive strategy development. Rigorously evaluate potential new customers for financial stability, ethical compliance, and industrial credibility to ensure solid selection.
· Focus on order intake, invoice recovery, revenue, claims reduction, bid success rates, contract negotiation closure, and strategic wins.
· Other duties may be assigned.

But what else? (advantages, specific features, etc.)

· Utilize sophisticated network tools for efficient management of offers and business plans, ensuring seamless storage, retrieval, and sharing of vital documents.
· Apply advanced analytical techniques to predict market trends and dynamics, facilitating proactive strategy development. Rigorously evaluate potential new customers for financial stability, ethical compliance, and industrial credibility to ensure solid selection.
· Focus on order intake, invoice recovery, revenue, claims reduction, bid success rates, contract negotiation closure, and strategic wins.
· Other duties may be assigned.

Company Information

Safran is an international high-technology group, operating in the aviation (propulsion, equipment and interiors), defense and space markets. Its core purpose is to contribute to a safer, more sustainable world, where air transport is more environmentally friendly, comfortable and accessible. Safran has a global presence, with 100,000 employees and sales of 27.3 billion euros in 2024, and holds, alone or in partnership, world or regional leadership positions in its core markets.
Safran is in the 2nd place in the aerospace and defense industry in TIME magazine's "World's best companies 2024" ranking.

Safran Electronics & Defense offers its customers onboard intelligence solutions allowing them to understand the environment, reduce mental load and guarantee a trajectory, even in critical situations, in all environments: on land, at sea, in the sky or space. The company harnesses the expertise of its 13,000 employees towards these three functions: observe, decide and guide, for the civil and military markets.

Company Information

Safran is an international high-technology group, operating in the aviation (propulsion, equipment and interiors), defense and space markets. Its core purpose is to contribute to a safer, more sustainable world, where air transport is more environmentally friendly, comfortable and accessible. Safran has a global presence, with 100,000 employees and sales of 27.3 billion euros in 2024, and holds, alone or in partnership, world or regional leadership positions in its core markets.
Safran is in the 2nd place in the aerospace and defense industry in TIME magazine's "World's best companies 2024" ranking.

Safran Electronics & Defense offers its customers onboard intelligence solutions allowing them to understand the environment, reduce mental load and guarantee a trajectory, even in critical situations, in all environments: on land, at sea, in the sky or space. The company harnesses the expertise of its 13,000 employees towards these three functions: observe, decide and guide, for the civil and military markets.