Responsibilities

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- Develop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution

- Take responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives

- Identify account growth opportunities and diversification into new areas, business fields, products, and services, applying independent decision‑making authority, including opportunities at the intersection of the ITS and PTE offerings

- Collaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones

- Align account strategies with overall business objectives in collaboration with Sales Directors (SD) and Business Field Leaders (BFL)

- Ensure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies

- Support all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction

- Provide inputs for efficient offer preparation and lean offers

- Approve and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines

- Monitor and analyse account performance, adjusting strategies as needed to achieve targets

- Manage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce)

- Ensure compliance with AVL sales processes

- Lead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy





- Operate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross‑functionally with internal stakeholders (Sales Organization, Engineering, Operations) and across ITS and PTE BUs, while working closely with Global Account Managers to ensure strategic alignment

- Build, maintain, and grow relationships with key decision‑makers at customer organisations, ensuring long‑term strategic partnerships

- Orchestrate relationship development and communication across multiple stakeholders

- Manage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes

- Manage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritisation

- Travel to meet customers (approx. 50%), their buying centres, and internal stakeholders as needed, leveraging flexibility in scheduling

- Prepare, host, and lead customer xlwpduy meetings, ensuring follow‑ups and satisfaction assessments

Requirements

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- Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects

- Driver’s License

- Experience in sales or sales management in a business‑to‑business environment (5+ years), ideally in the aerospace, defence or high‑technology industrial sector

- Experience developing business with aerospace & defence accounts (primes/OEMs, system integrators and their supply chain)

- Familiarity with A&D; commercial/contractual frameworks and industrial security requirements (e.g. NOSI) is an advantage

- Negotiation skills

- People management skills

- Willingness to travel

- English language skills (business fluent)

- French language (plus)

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📌 Key Account Manager A&D (Cavriago)
🏢 Jobtailor
📍 Cavriago