Manager, Aerial Firefighting and Special Missions

4 weeks ago

Canada De Havilland Aircraft of Canada Full time

**The Organization**

De Havilland Aircraft of Canada Ltd. (‘DHC’) is a proudly Canadian aerospace company currently transitioning its corporate headquarters to Calgary, AB. DHC is undertaking a consolidation of its underlying subsidiary companies under a single brand currently offering engineering, aftermarket, new aircraft manufacturing, modifications, parts manufacturing, and flight training. DHC currently has approximately 1,200 employees based in BC, AB and ON as well as in markets and distribution hubs world-wide. Our strong entrepreneurial spirit, together with a culture of empowerment, quality and innovation create opportunities to grow and succeed in an organization with a proud heritage and bright future.

**Position Summary**

Reporting to the Director, Special Mission and Aerial Firefighting Customers,** the Manager Aerial Firefighting and Special Missions Customers** will lead customer account management with existing and potential customers for DHC’s Special Mission Aircrafts (Dash-8 and Twin Otter) and aerial firefighting aircraft (DHC-515), conversion programs (CL215/415 AUP&EAF) and related aftermarket products and services.

Success in the role will be measured through the capture of new special mission business and revenue growth in the Special Mission segment, and through customer satisfaction and loyalty metrics and the resulting revenue growth and share of wallet in the assigned region for both segments.

**Reports To: Director, Aerial Firefighting and Special Missions Customers**

**Location: Calgary or Toronto**

**Key Responsibilities**
- Account Management - ensure DHC products and services are promoted, selected, sold, contracted, and delivered to customers’ requirements and expectations.
- Stakeholder and Customer Relationship - Develop constructive and mutually beneficial relationship with our current and potential customers and lead key initiatives to strengthen these relationships in a variety a topic (new aircraft sale, business development, technical, logistic or product support). Interact with key individuals, from decision makers to the day-to-day team and key influencers at our customer, and with their stakeholders. Leverage these relationships to access, influence and respond to customer opportunities and challenges.
- New Customer Acquisition and New Revenue Growth with existing customers - proactively initiate, drive, and coordinate successful business development initiatives.
- Market Development and Intelligence - Proactively identify opportunities for DHC to improve service to our customers and expand share of wallet - capture and communicate the “voice of customer” feedback into the company. Conversely, identify threats to DHC’s market position and share competitor and commercial intelligence internally.
- Customer Issues Resolution - leverage relationships and coordinate communications to customers in the event of an issue or dispute with the aim of a mutually beneficial outcome

**Qualifications & Skills**
- 5+ years of demonstrated experience in commercial or account management roles, marketing or customer support at an Aerospace OEM or equivalent experience with B2B customer account management.
- Proven commercial acumen with ability to identify new sales opportunities and develop these into multi-layer B2B and Business-to-Government, solution-based sales campaigns.
- Strategic thinker with strong decision-making. Able to react constructively and with urgency to challenging, high-pressure situations.
- Experience in a global environment working with customers, government agencies and ministries and associated suppliers.
- Excellent interpersonal and communication skills with ability to engage and influence from a Sr. Management or Executive to the working levels, and across a variety of business cultures and disciplines.
- Confident presenter ability to deliver key messages to large audiences, public and private.
- Ability to manage the lifecycle of a customer relationship, including assessing new opportunities, developing, and supporting sales strategies, acquiring, and assessing competitive intelligence, participating or negotiating in commercial transactions, reviewing contract terms and conditions, and performing risk or win-loss analysis in the interest of long-term success.
- Some exposure to global special mission aircraft customers including understanding of local business practices, tender processes and language proficiency is considered an asset for this role, however willingness and ability to learn the business is key requirement. Previous experience with Canadian, US, European and Mediterranean customers (including governmental, military, special mission) are not required, yet beneficial.
- Experience and knowledge of aerospace, aerial firefighting and special mission industry will be assets in this role.
- Experience with DHC Special Mission aircraft procurement and knowledge of the Twin Otter and Dash 8 will be assets in this role.

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