At Airbus Defence and Space (ADS), the Public Safety and Security (PSS) team is looking for a motivated and experienced Head of Business Growth to join and lead our dynamic APAC team.
As Head of Business Growth for Public Safety and Security APAC (excluding China and Hong Kong), you will be a member of the PSS APAC management team, and will focus on developing business and will supervise a team of sales managers.
Position Overview
Airbus Defence and Space has three main activities: Space Systems, Air Power (military aircraft and drones), and Connected Intelligence.
The latter operates in APAC in 3 domains: Space digital activities (satellite imagery, satellite communication), Digital defence activities (defence systems, cybersecurity) and Public Safety and Security (PSS).
More information here: https://criticalcommunications.airbus.com/en
PSS provides critical communications solutions to its customers.
Two generations of products are offered:
1) Narrow band (Terrestrial Trunked Radio (TETRA) Standard) where we sell stand alone systems and associated services (Base Stations and core, devices, software and services), and
2) Broadband (Mission Critical Services, connectivity solution integrated into data servers of 4G/5G core networks and into control rooms, devices) where we deliver solutions including software and services.
The business model is very diverse (direct contract with government, indirect with Value Added Resellers (VAR), with Mobile Network Operators (MNOs), partnership with IT companies, etc.)
Countries of responsibility are : South East Asia (mainly Singapore, Indonesia, Malaysia, Thailand, Vietnam, Philippines), Taiwan, Japan, Korea, Mongolia, Australia, New Zealand.
The Head of Business Growth APAC will have full accountability to develop and build business opportunities in the assigned markets, in line with Airbus Defence and Space Finland and France strategy and directions. This role involves managing and maintaining relationships with local and regional accounts and prospects.
Considering the future growth ambitions in the region, demonstration of leading large teams of account management is necessary. Market knowledge of the APAC region is required in one or more of the following domains:
Telecommunications, ICT industry, public safety, or large enterprise customers.
The suitable candidate presents virtues of mature leadership and seniority, to take natural lead with minimal guidance. They need to be able to win trust and recognition not only from potential customers and partners, but also within the Airbus organisation in APAC and in Europe.
The job holder is a member of the PSS APAC management team and, as such, is involved in all major strategic and operational decisions in the region. This role does not have signing authority to execute sales contracts.
Primary Responsibilities
Achieve order intake targets (in line with profitability and cash objectives) in the region through development of new/current business opportunities.
Lead an international team of 6 sales (in place or to be recruited), with a span of control of ~10 additional persons (bid managers, business analysts, procurement, legal, finance) and engagement of large teams (up to 20) for large campaigns.
Reports in business reviews, liaises with Airbus Defence and Sales Key Account Managers in the countries, leads marketing decisions and engage the marketing and communication team accordingly (exhibition, marketing events, reseller seminars... )
Make sure that Airbus processes and are properly followed, especially with regards to Ethics and Compliance.
Support the development of trust relationships with assigned Mobile Network Operators (MNO) or VAR accounts at the level of key influencers
Identify, develop, maintain and expand customer Power Base (e.g. influencers, decision makers, etc.).
Acquire a thorough understanding of MNO/Secure Mobile Virtual Network Operator (SMVNO) needs and requirements regarding business critical (enterprise) and mission critical (public safety) segments.
Actively identify customer pain points from both technology and business aspects and capability of finding technical, commercial and/or operations solutions for the same.
Understand PSS portfolio and capabilities in order to best position them in the market.
Drive initiatives with 3rd parties and Systems Integrators when needed to cover gaps and improve the business solutions.
Support creation of business development plans and strategies for the opportunities with the selected accounts.
Develop market capture plans in line with PSS methodology and processes.
Provide consistent and regular inputs towards relevant PSS internal stakeholders aiming to improve and adapt company offering to the target market.
Subject to the industrial set-up of the campaign, also participate in the preparation of technical and commercial proposals.
Use PSS digital tools to create and update opportunities’ status, prepare reports of progress and forecasts for main PSS stakeholders.
Support the qualification of campaigns in line with PSS process
Actively engage with Airbus digital marketing team(s) to support opportunity creation and campaign development.
Manage and report on selling expenses for the region
Other duties reasonably determined from time to time by the Company
Secondary Responsibilities
Any responsibilities as per assigned – support any activities within the department when required
Comply with Airbus Singapore’s management policies
Adhere to Airbus Singapore’s management handbook
Lives and embrace Airbus Code of Conduct
Required Skills
At least 12-15 years of experience in Telecommunications or related field
Bachelor's Degree in Telecommunications, Business, or related
Strong listening, communication and interpersonal skills with aptitude in building relationships with executives of all organizational levels.
Solid leader with track record of managing employees
Proactive approach and ability to both influence at a senior level and perform hands-on tasks e.g. tendering, marketing campaigns, reporting, etc.
Track record of successful leadership in change management projects.
High motivation for new business development.
Strong co-ordination skills.
Ability in problem-solving and solid decision maker.
Availability to travel in the region about 50-100 days per year as required (50%).
Fluency in English (working language)
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.
