Product Sales Manager

Position Description

This role will be responsible for delivering highly relevant, tailored and market competitive proposals. He/she plays an important role in securing additional business for HAECO Hong Kong, while having a deep understanding of HAECO Hong Kong’s products/services, as well as customers’ requirements and translate them both into a compelling commercial offer. He/she has strong negotiations skills and can propose/formulate win-win solutions translated into contractual Terms and Conditions to facilitate contract signature. This is a highly networked role that requires an ability to work under pressure and to challenging deadlines.

What You'll Do

• Lead the RFP clarification process and develop winning proposals
• Collaborate with Corporate Sales to understand market trends and the competitive landscape to devise proposal that fit customer needs
• Make bid/no bid decision based on HAECO Hong Kong’s capacity and/or capability, coordinate with Corporate Sales for holistic approach
• Accountable for Financial Deal Summary (FDS) calculation and approval, ensuring timely alignment with management on commercial and financial modeling strategies so that all pricing, competitor analysis, and cost estimation frameworks drive profitable growth and align with business objectives
• Partner with internal stakeholders to determine the entity EBIT, budgetary constraints, and other financial objectives etc. and ensure it is well communicated with the team
• Manage contract drafting and manage reviews from relevant stakeholders, incl. Group Commercial, Legal and other business process owners, and ensure terms are aligned with the company’s objectives.
• Work with Corporate Sales in contract negotiation to ensure terms that align with the company’s objectives and support One HAECO service solutions
• Align with Corporate Sales on Sales pipeline and contribute to the development of the budget for new business opportunities.
• Drive HAECO Hong Kong’s Strategic Service or Product Development
• Build, maintain and cultivate strong relations with internal and external stakeholders. Align Customer stakeholder engagement in close coordination with Corporate Sales
• Seek Agile and Continuous Improvement opportunities in commercial proposal management processes 
• Accountable for phase-in of new customer contracts and handover to Fulfillment
• Prepare the monthly order intake report and provide analysis against the order intake target
• Update hangar availability matrix on regular basis and ensure transparent sharing within relevant stakeholders Take ownership of credit assessment and carry out RFP response process
• Take ownership and carry out RFP response process
• Lead cost calculation and seeks FDS approval from Entity/Segment head and in close collaboration with Corporate Sales
• Development of business proposals, incorporate latest capabilities and service offering
• Coordinate proposal kick-off meetings, key review meetings / final document review, and coordinating proposal governance / sign off
• Lead contract drafting and managing reviews from relevant stakeholders, incl. Corporate Sales, Legal and other business process owners
• Coordinate contract negotiation with Corporate Sales until contract signature, take lead for entity’s Service and Product related specific Terms and Condition
• Manage regular alignment with Corporate Sales and internal stakeholders on budget, sales pipeline and RFP status 
• Engage development of products/services to meet market requirements while incorporating market intelligence and customers’ feedback
• Coordinate and support Corporate Sales on customer visits
• Collaborate with Corporate Sales on customer relationship management and coordinate necessary updates in Stakeholder Management within CRM system
• Participate in regular meetings with Corporate Sales (e.g. monthly meeting with regional teams) and share market information
• Ensure compliance with the HAECO Group Commercial processes and Company policies 

What You'll Need

• At least 5 years of proven track record of commercial experience, ability to deeply understand and explain product features and benefits.
• Bachelor’s degree in Business, Management, Engineering, or a related field is preferred
• Demonstrated experience in contract management, pricing, and proposal management
• Proficiency in platforms like CRM system for example: Salesforce, HubSpot, or Zoho
• Comfortable delivering demos and pitches to various stakeholders
• Excellent communication skills, strong ability to influence purchasing decisions with customer-centric mindset
• Strong sense of time management / prioritization 
• Customer focus and result driven
• Excellent command of English, written and spoken; Other languages are beneficial
• Proficiency in preparing project papers and presentations with MS Office applications 
• Certified knowledge on Aircraft Systems and aviation technology is of advantage is preferred
• Knowledge of contracting procedures (e.g. IATA SGHA or Aviation GTA) and negotiation techniques is an advantage