Commercial Manager (m/w) for Intelligence, Friedrichshafen

Airbus is a global leader in aeronautics, space and related services. In 2015, it generated revenues of €64.5 billion and employed a workforce of around 136,600. Airbus offers the most comprehensive range of passenger airliners from 100 to more than 600 seats. Airbus is also a European leader providing tanker, combat, transport and mission aircraft, as well as Europe’s number one space enterprise and the world’s second largest space business. In helicopters, Airbus provides the most efficient civiland military rotorcraft solutions worldwide.

Description of the job

A vacancy for a Commercial Manager for Intelligence (m/f) has arisen within Airbus Defence & Space in Friedrichshafen. The successful applicant will join “TCISB3 - Transaction Management”.
Disabled applicants with equal qualifications will be given special consideration.

Tasks & accountabilities

The Team leader Commercial Management is in charge of providing his/her expertise for the preparation, negotiation and management of all commercial commitments of the Intelligence's projects and business at all stages from initiation (Bid/ No-Bid, RFP evaluation, proposal/ bidding, contract drafting and negotiation, closing, amending, managing conflicts and problems during performance of contract at prime and subcontract level, conflicts) to program end. He/She also acts as a contact point for all export control matters for the Intelligence business line in Germany, e.g. through the management of appropriate requirements and processes. The Team leader reports to the Head of Commercial in Toulouse.

Your main tasks and responsibilities will include:

Bids & Proposals:

• Functional management of the commercial team in Friedrichshafen/Germany
• focal point for the other departments and functions involved in the offer preparation (Finance, Legal, Procurement, Offset, Taxes, etc..)
• Review of the non-technical part of RFPs
• Assessment of commercial, Financial and export control risks
• Preparation of the pricing and financial provisions of the proposals (payment terms, LDs, bonds and guarantees, contingencies, project profitability calculations, cash curves etc.)
• Preparation of the documentation related to commercial aspects for internal review meetings
• Negotiation on commercial aspects of the proposal with customers
• Ensuring consistency of final contract with initial offer
• Optimization of the Terms and Conditions
• Lessons learnt analysis on the commercial aspects of the offers and proposals

Contracts & Agreements:

• Definition of contractual structure for complex projects
• Review and revision of contracts and agreements proposed by the Customer and by third parties
• Advises internally on interpretation of contracts and agreements
• Issuance of commercial guidelines and principles
• Flow-down of commercial and contractual terms from prime to subcontracts

Contracts Management & Administration:

• Management and administration of contracts in force
• Monitoring of contractual obligations performance
• Management of the contract change notices and amendments
• Management (together with other functions) of the resolution of claims
• This role will involve some travel for business and as such you must be able to travel accordingly.

Required skills

• Legal or Engineer Master Degree and commercial education or equivalent
• Experience with government procurement rules is a strong plus (German Bundeswehr but also export)
• Experience with export regulations, e.g. BAFA and SatDSiG
• Experience with Customer relationship, autonomy and capacity synthesis and analysis
• Team spirit and good negotiation capability, communications skills
• English and German language to negotiation level