Head of Commercial APAC - Skywise at Airbus

About Skywise and Role Overview

Skywise, a digital services entity fully owned by Airbus, delivers integrated operational solutions that fuse planning, flight, technical, and ground operations expertise. Its mission is to transform complex airline operations into efficient, sustainable, and profitable processes. As the Head of Commercial APAC, based in Singapore, you will guide strategic growth and customer retention across Asia-Pacific markets (excluding China), overseeing a team of Commercial Directors and Marketing Managers to align sales and enhance customer satisfaction. This role entails fostering a culture of openness, accountability, and speedy execution while collaborating closely with global commercial leaders for a cohesive strategy.

Primary Responsibilities

• Lead and motivate the regional commercial team to surpass revenue targets through new sales, renewals, upselling, and cross-selling efforts.
• Manage and develop Commercial Directors by identifying skill gaps and encouraging continuous learning to keep the team engaged and motivated.
• Promote seamless communication across Customer Success and Support units to optimize service delivery.
• Direct strategic planning for key regional accounts, coordinating closely with Airbus’s global account teams when appropriate.
• Collaborate with Finance, Legal, and Program departments to streamline contract processes, address commercial challenges, and integrate client feedback into product development.
• Oversee commercial operations leveraging CRM systems like Salesforce for pipeline management, reporting, budgeting, and forecasting.
• Resolve billing, contractual, and pricing issues by mediating between customers, finance, and legal teams as needed.
• Assist with portfolio and global program efforts by reviewing specifications, prioritizing initiatives, and liaising with clients.
• Participate in trade shows and industry events as requested to promote regional interests.

Candidate Requirements

• Educational background with a Bachelor’s or Master’s degree in a relevant field.
• Up to 10 years of B2B sales experience involving complex contract negotiation; leadership experience is advantageous.
• Strong sector knowledge of the aviation and airline industry, particularly aviation IT and related software.
• Proven skills in leading, mentoring, and inspiring dispersed sales teams with transparency and accountability.
• An entrepreneurial mindset characterized by resilience, independence, and innovative strategic problem-solving abilities.
• Advanced proficiency in CRM tools, especially Salesforce or comparable platforms.
• Willing to travel internationally approximately 20% of the time to support regional operations.
• Excellent public speaking and communication capabilities.
• Highly motivated with perseverance to seize all business opportunities.
• Effective teamwork skills, high energy, and unwavering integrity.

Additional Information

The role requires a strong awareness of compliance risks and unwavering commitment to ethical conduct, foundational to Airbus's reputation and long-term growth. Airbus fosters an inclusive and diverse workplace, ensuring equal opportunity without discrimination. The company does not solicit any financial compensation during recruitment; any fraud attempts should be reported.

Flexible working arrangements are encouraged where feasible to support innovation and collaboration.