Sales & Business Development Manager

Job description

Airbus is committed to providing reasonable accommodations as an Equal Opportunity Employer to applicants with disabilities. If you require assistance or an accommodation to complete your application, please contact us at USCareers@airbus.com Notice: Know Your Rights: Workplace Discrimination is Illegal Notice: Pay Transparency Nondiscrimination  (English) Aviso: Transparencia en el Pago No Discriminación (Spanish) Job Description: Position Summary The Head of Sales and Business Development reports directly to the President and drives the strategic growth and sales performance of Airbus Robotics. This position is responsible for identifying new market opportunities, negotiating terms of high-value business contracts, translating customer needs into commercial solutions with R&D, and aligning cross-functional teams to execute winning bid strategies. Primary Responsibilities Description % of Time Spent • Business Development - 25% Lead the evaluation of new business opportunities and make recommendations on bid/no bid decisions. Provide leadership, coordination, and direction on multi-facility opportunities. Develop pricing and negotiation strategies which support company objectives and the strategic plan. Negotiate terms of business contracts in conjunction with the finance team and leadership. Drive business growth through new business wins, capturing market share and pricing strategies. Manage accountability of both Customers and Division Sites to agreed upon terms. Foster positive customer relationships and act as customer advocate and liaison between various functions and the business unit leadership. Validate production demand levels with customer input to verify manufacturing forecast accuracy. Proactively monitor market or regulatory changes and identify strategies to address and leverage. Based on customer and market needs and trends, identify potential new product development opportunities. Coordinates communication between key account and business unit leadership. Contribute to the determination of price and discount rates of new products, through the product re-design simplification or standardization principles. Work with research and development team to convert customer needs into sellable solutions. Determine goods and services to be sold, to support the business model and commercial strategy definitions by working with management, based on forecasts of customer demand. Stay informed on internal and external industry news/trends, emerging robotics technologies, competitor products and services, customer preferences and current product-line developments. Sales - 35% Research and identify potential customers for products or services, understand their needs to ensure Airbus Robotics technologies can fulfill requirements. Visit prospective customers to show product samples or catalogs, covering product pricing, availability, and advantages, including demonstrations or trial installations of equipment and technical presentations. Recommend Airbus Robotics solutions to customers, documenting how such changes will lower costs or increase productivity. Partner with cross-functional marketing teams to identify, generate, and deliver relevant content that supports broader brand messaging and initiatives. Develop, present, or respond to proposals for customers requirements, including request for proposal responses and industry-specific solutions. - 40% Required Education • Bachelor's degree in a relevant field or a combination of education and appropriate work experience. Required Experience • 7–10 years of experience in business development, commercial management, or customer relationship management within aerospace or advanced manufacturing. • Demonstrated success in evaluating complex bid/no-bid opportunities, driving multi-facility deals, and closing strategic business accounts. • Strong experience collaborating with R&D, engineering, and marketing teams to commercialize technical solutions Travel Required • Willingness to travel (estimated 50%, on average) Citizenship US citizenship is required Clearance None Qualified Skills Required Knowledge, Skills, Demonstrated Capabilities • Strong analytical skills • Ability to work with diverse colleagues and customers. • Ability to challenge the status quo and effectively influence stakeholders at all levels of the organization. • Solid understanding, and working ability, of common office technology, including Microsoft software (Word, Excel, PowerPoint) • Proven track record of closing business deals and maintaining positive long-term business relationships. • Ability to solve complex problems and manage multiple tasks simultaneously and with a high degree of autonomy. Preferred Knowledge, Skills, Demonstrated Capabilities Required Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages) • Spoken & Presentation: Exceptional verbal communication skills with demonstrated experience presenting complex technical proposals, product capabilities, and business cases to executive leadership and external clients. • Written: Advanced written communication skills, including the ability to write clear, compelling proposal responses (RFPs), contract terms, and customer-facing reports. • Influencing & Stakeholder Management: Proven ability to challenge the status quo, negotiate terms effectively, and influence cross-functional stakeholders at all organizational levels in a matrixed environment. Language Proficiency: Fluent / Professional proficiency in English (spoken and written) required. Required Technical Systems Proficiency • Microsoft Office Suite • SolidWorks • CATIA Complexity of the Role Level of Decision Making: (Level/Impact of decision making: strategic, tactical, operational) • Evaluates bid/no-bid opportunities and recommends strategic pursuits aligned with long-term company growth goals. • Formulates pricing, discount, and negotiation strategies that directly impact company profitability and market positioning. • Partners with R&D and leadership to convert market needs into commercial product offerings and commercial strategy definitions. Organizational information Is this a people manager?: No Salary range based on the required profile: $165,000.00 to $175,000.00/year (including a variable part based on your performance). Information provided as an indication. Job Dimensions Nature of Contacts Involved, negotiation type communication on a regular basis with internal and external parties Physical Requirements Demand % Frequency Onsite % 100% Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Remote % Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Hybrid % Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports and engineering drawings. 100% Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on production floor including safety warnings or alarms. 100% Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Speaking: able to speak in conversations and meetings, deliver information and participate in communications. 100% Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. 100% Daily Several Times a Week Several Times a Month At Least Once a Month Rarely See % Carrying: able to carry documents, tools, drawings, electronic eq