Head of Business Development North America

Airbus • Herndon, VA

4d • Onsite

About The Position

The Head of Business Development for North America (HO BD NA) will define and implement the Services Business Development strategy in USA & Canada to be consistent with the overall Services strategy. Key to this is gaining alignment with Airbus USA & Canada leadership, Corporate Business Units and Aftermarket Strategy. In addition, they will execute and communicate the aligned strategy with our customers, suppliers and partners at top management level. Other key responsibilities include identifying and supporting USA & Canada Services M&A and partnership projects, acting as a facilitator and support for all USA & Canada drumbeat and working level M&A programs, and serving as the focal for alignment with M&A and executive management in Airbus Headquarters. The role steers USA & Canada related strategic initiatives by building bottom-up market analysis, cross-referencing with top-down Global Service Forecast and Fleet Forecasts, and identifying relevant projects to pursue. It enables Services business lines and footprints to grow in USA & Canada through the development of business cases aligned to the findings, then moving into a project management role to bring them to life. The position also manages the Connected Aircraft (SX) business line and employees locally within the region, facilitates long-term ambition and growth strategy with customers and ecosystem partners, integrates SX into business development scope and regional targets, and is a key contributor to sales campaigns by building a close relationship with both the Commercial Sales team and the International Cooperation team. It determines the positioning of strategic business development and partnership projects, then participates in the aircraft sales project team that will liaise directly with Airline Executive leadership (C-level) to help close aircraft deals and drive concrete P&L outcomes. The role also drives cross-regional strategy implementation with the LATAM leadership team to ensure alignment on aircraft sales campaigns, services development, long-term strategy and dependencies across the Americas, and performs ad-hoc analysis on regional specific topics (e.g., competitor analysis, regulatory impact, new technology).

Requirements

• Educated to engineering degree level, ideally specializing in aeronautics
• Relevant experience of at least 15 years in airlines, MRO’s, OEM’s or similar fields
• Sales, Business process improvement, Project management
• Business cases development with commercial impact (revenue vs cost savings)
• Broad understanding across Airbus Services portfolio
• The job content requires the ability to travel via car and airplane
• Must be able to sit, stand, walk, and view computer monitor for long periods of time
• Requires hearing and vision
• This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth

Nice To Haves

• MBA
• Background/experience in Upgrades, Spares and/or Supply chain management
• Strong engineering development background in light of the potential new market developments for services in NA

Responsibilities

• Drive Business Development (BD) activities in the USA & Canada region: 30%
• Collect, analyze and share Services market needs/trends as well as competitive landscape in the region
• Actively contribute to the long-term strategic goals of Airbus: Deploy locally “Ambition 2030” concrete strategic pillars, including all the related adaptations in USA & Canada and steer the ones assigned to the Region
• Identify and propose new business opportunities
• Drive transformation activities across all business lines with a specific focus on the ‘Services Moonshot’ target for 2035 and in particular in light of the M&A activities within the region over the coming years
• Enable all business lines to meet their growth and P&L targets
• Support M&A and partnership projects in USA & Canada in accordance with Airbus processes: 30%
• Identify relevant opportunities in consistency with Services / M&A / Procurement strategies
• Set-up necessary project organization and governance
• Develop capture plan
• Elaborate required business model, operating model, legal framework and organization
• Build Data Rooms, run workshops
• BD Team Management: 20%
• Manage a team of 4 to 5 professionals, demonstrating effective collaboration, communication and achievement of collective goals
• Ensure the team’s development over time by providing both on and off-the-job learning opportunities
• Be accountable for on-time on-cost on-quality performance of the team members’ deliverables
• Manage regional BD scope: 20%
• USA & Canada Customer Services blueprint, focusing on NA and how to best use the resources from Airbus Headquarters office predominantly for Commercial Aircraft and Services
• Assist HO Region, sub-regions and team on building the sub-region Strategies, building any business cases for local deployment, liaising with top management in Airbus Headquarters and the Business Units top management on their behalf
• Cooperation’s and partnerships in the region
• Work across LATAM regional leadership to understand local challenges and manage stakeholders for cross-regional initiatives

Benefits

• reasonable accommodations as an Equal Opportunity Employer to applicants with disabilities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior