Website:
visarapartners.com
Job details:
Head Strategic Accounts – Aerospace
Sub-function – Sales & Marketing
Location: Bengaluru
The Head of Strategic Accounts – Aerospace is responsible for driving the strategic and operational plan to acquire and grow key aerospace customers across defined geographies. The role focuses on building long-term customer partnerships, expanding market presence, and delivering sustainable business growth.
Key responsibility and accountability of the Role -
- Customer Acquisition: Develop and execute the strategic account plan to acquire new aerospace customers across target geographies.
- Growth Strategy: Identify and pursue new business opportunities aligned with organizational capabilities and growth priorities.
- Relationship Leadership: Establish and nurture strong relationships with key decision-makers and stakeholders within customer organizations.
- Account Ownership: Serve as the primary point of contact for strategic aerospace accounts.
- End-to-End Management: Drive end-to-end account management including opportunity identification, proposal development, and deal closure.
- Internal Collaboration: Collaborate with engineering, operations, and program teams to ensure successful execution and customer satisfaction.
- Long-Term Planning: Develop long-term account growth plans and ensure continuous engagement with customers.
- Market Intelligence: Track market trends, competitor activity, and customer requirements to inform business strategy.
- Partnership Building: Build trust-based partnerships that result in repeat and sustained business.
Financial Accountability (with exclusive authority)
Exclusive authority over the Strategic Account budget for the Aerospace vertical. Sign-off authority on commercial bids and discount structures within the delegated authority matrix. Accountable for the Top-line (Revenue) and Contribution Margins of the assigned accounts.
Geographical Scope
Global focus, including key aerospace hubs in North America, UK, Europe, India, while leveraging the manufacturing base in Bangalore and the expansion at AP.
Educational Qualification
- Bachelor’s degree in Aeronautical or Mechanical Engineering. MBA in International Business, Marketing, or Finance from a premier institute.
Technical & Functional knowledge required
- Aerospace Standards: Deep understanding of AS9100, Nadcap, and FAA/EASA regulatory requirements.
- Commercial Contracting: Expert knowledge of Long-Term Agreements (LTAs), price indexation models, and Incoterms 2020. Aerospace Supply Chain: Familiarity with the tiered structure of global aerospace OEMs (Safran, P&W, Parker, Boeing, Airbus, etc.).
Experience
- 15–20 years of experience in Sales and Account Management within the Aerospace sector.
- Proven track record of managing and growing multi-million dollar accounts with Global Tier-1/Tier-2 Aerospace primes.
- Experience in leading cross-functional teams to deliver complex technical bids.
Personal Attributes Required
- Strategic Vision: Ability to anticipate long-term industry shifts (e.g., decarbonization).
- Persuasiveness: Exceptional negotiation and storytelling skills to build trust-based partnerships.
- Cultural Intelligence: Comfort navigating international business cultures and protocols.
Domain / Functional Skills
- Expertise in Value-Based Selling and Technical Solutioning.
- Advanced skills in Salesforce or similar CRM tools for pipeline management.
- Financial acumen to manage P&L, IRR, and payback on long-gestation aerospace programs.
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