Regional Trading Manager

Location: Abu Dhabi, United Arab Emirates

Thales people architect solutions that enable two-thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world’s largest commercial aircrafts. Our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.

Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.

Role Profile:

• This position of APU Trader is based in Abu Dhabi and reports to the Regional Head of Sales.
• In charge of the USM activities for Auxiliary Power Unit (APU) on both Airbus and Boeing platforms for AGS Trading, not limited to prospecting, promoting, proposing, negotiating with the suppliers, brokers, Airlines, lessors, OEMS and MRO organizations in order to support and contribute to the growth initiative on Non-Thales parts by realizing the Order Intake, Sales and Gross Margin objectives related to APU activities.
• Ensure AGS representation to the customers in the region.
• Being the mediator between internal stakeholders and the customers in order to satisfy customer’s needs while taking into consideration the internal constraints and capacity.
• Coordinate the entire APU activity on worldwide basis in order to pilot as accurately as possible the commercial objectives Identify new sources of revenue Contribute to the global enhancement/improvement of processes.
• Update his hierarchy via activity and performance reports.
• Evolve in the international aeronautics market where competition is hard in the domain of certified used spares sale.

Job Responsibilities:

• Check, review and asses the APU Minipack or similar documents in order to source the correct APU.
• Ensure that APU back to birth Traceability and all relevant documents are available and provided before purchase.
• Negotiate the APU buying price from the open market (his/her network of suppliers) as low as possible in order to maximize the Gross Margin.
• Once purchased by AGS Trading and ready to be sold/exchanged/leased to AGS Trading customer, He/She is to generate AGS Trading APU minipack, Bill of Sales & the leasing agreement, as needed.
• Support AGS Trading Operations/Supply Chain Team regarding all APU Repair related activities. (Teardown of the APU or repair of the APU and/or the APU components).
• Ensure a consistent and sufficient APU stock level in order to reach the monthly order intake, sale and Gross Margin objectives.
• In charge of answering all APU Request for Quote (RFQs) sent from Worldwide customers.
• Propose and negotiate with the customers the selling price as close as possible to the APU Fair Market Value (FMV) in order to maximize the Gross Margin while aiming to obtain the customer Purchase Order.
• Ensure all the customers’ APU RFQs are answered within 1 hour.
• Build and maintain a specific network of customers and suppliers associated to this activity.
• Maintain the customers and suppliers relationship in order to detect new opportunities for APU purchase and/or Sale in his/her perimeter.
• Represent AGS Trading by participating to the regional events & conferences associated to this activity.
• Constantly manage the actions of lobbying, marketing and prospecting necessary to the activity development.
• Define and follows commercial action plans to further develop APU market and drive APU activity for AGS Trading.
• In charge of reaching the order intake, sale and Gross Margin objectives on a monthly basis.
• Trigger yearly Customer Satisfaction Survey and launch action plans to address any points customers have feedback.
• Ensure all activities and transactions are in full compliant of all the compliance requirements - Trade Compliance (TC), Export Control (EC), Third Party Integrity Assessment (TPIA) and any other Compliance initiatives which are and will be implemented by AGS Trading:
• Fulfil KYT for all Customers/Suppliers (present and future)
• Request from all Customers/Suppliers to fill up and sign the Thales Customer/Partner Information Form(TCPIF)
• Request from all Customers/Suppliers to fill up and sign the Thales Corporate Social Responsibility (CSR) document.
• Request from all Customers to fill up and sign the Thales Export Control Compliance Statement (ECCS) document on a yearly basis.
• Check compliance status of the Customers/Suppliers on Sales Force and liaise/coordinate with TC Manager and TPIA Business Leader to process the compliance requirements.
• Coordinate his/her activity with, The Worldwide AGS Trading team as described below: The Sales Team, The Procurement Team, The Operations & Supply Chain team, The Finance Team, The AOG department, The Trade Compliance Manager, The Export Control Manager, The Legal and Contracts Team, The Account Management Team (AM, RSM, CSM) of AGS in charge of the business relationship with the customers.
• Regularly keep abreast of the technical evolution of the APU and inform his/her collaborators in AGS Trading team
• Keep up to date the APU and the APU components fair market value (FMV) in Quantum (ERP).
• Provide activity performance reports regarding his perimeter on a monthly basis
• Provide and follow a customer/supplier visit plan in order to develop and nurture customer/supplier intimacy.
• Supports the Worldwide Trading GM by strongly contributing to the following: Markets analysis, APU selling and purchasing strategies development ,Sales and provisioning needs forecast for short and mid terms and Process optimization.
• Works closely with the Operations & Supply Chain Team / Finance Team on:
• Management of customers’ spare parts orders delivery, not limited to gathering the Estimated Delivery Date (EDD) towards customers and update the dates in Quantum (ERP)
• Management of suppliers’ orders delivery, not limited to obtaining up-to-date Estimated Delivery Date (EDD) from suppliers and update the dates in Quantum (ERP)
• Follow up with Customers on overdue Accounts Receivable.
• Follow up with Suppliers on overdue Accounts Payable.

Job Requirements:

• Bachelor’s degree in Business Management, Engineering or related field.
• 8 - 10 years in the aviation industry.
• Good analytical & business acumen.
• Extensive customers/suppliers network.
• Strong customers/suppliers interaction, supply chain, procurement, and pricing experience.
• Strong written and verbal communication skills with demonstrated ability to make effective presentations.
• APU product, Used Serviceable Material (USM Market), industry, manufacturing, supply chain, distribution/ channel sales, marketing knowledge and experience.
• Effectively work in an international matrix organization structure
• Develop and foster strong supplier and customer relationships..
• Good communication.
• Revenue Attainment
• Achieve Inventory and Turns goals
• Gross Margin Attainment
• Growth Attainment
• Customer Satisfaction
• APU Expert/Specialist

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