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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 equipment up to 30lbs/14kgs.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Pushing / Pulling: able to push and pull small office furniture and some equipment and tools.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Sitting: able to sit for long periods of time in meetings, working on computer.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Standing: able to stand for discussions in offices or on production floor.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Travel: able to travel independently and at short notice.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces.

100%

Daily

Several Times a Week

Several Times a Month

At Least Once a Month

Rarely

See %

Personal Protective Equipment required: Required PPE includes, but is not limited to

Administrative position only PPE required

Appropriate hearing/eye protection may also be required when visiting the shop floor

Steel-toed shoes are required for all shop floor visit

Additional Physical Requirements

Equal Opportunity

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status

As a leader in our field, Airbus provides relocation assistance for qualified positions and a comprehensive compensation and benefits package.

As a matter of policy, Airbus does not sponsor visas for US positions unless specified. Only applicants with current work authorization will be considered.

Airbus does not offer tenured or guaranteed employment. Employment with Airbus is at will, meaning either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice.

NOTE: Airbus reserves the right to revise or change job duties and responsibilities as the need arises. This position description does not constitute a written or implied contract of employment.

The Company reserves the right to revise, change and/or modify job duties, responsibilities or working conditions as the need arises, with or without advance notice. Employment with the Company is at-will. This position description and the statements contained within it do not create any contractual rights between the Company and its employees, either express or implied.

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.

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