Sales Contract Negotiator

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Job Description:

Job Summary:

Your main accountability in the regional LatAm & Caribbean Business Unit (BU) is the contractual integrity of any agreement entered

into between Airbus and any of its customers handled by such regional Business Unit.

Such contractual integrity entails that documentation strictly and unambiguously reflects all aspects of the commercial technical or

other agreement reached between the Customer and Airbus while limiting in an optimal manner the implicit or explicit costs and

risks triggered by the obligations entered into by Airbus pursuant to such agreement.

You will be responsible for drafting negotiating and amending contractual documentation and making contractual and commercial

decisions in line with the commercial objectives of Airbus and in compliance with applicable approval processes.

Primary Responsibilities:

Main tasks and responsibilities include:

• Participating in the definition of commercial strategy sales objectives and business rationales

• Drafting negotiating with customers and amending individual sales contract documents (Proposals including Letters of Intent Memoranda of Understanding Purchase Agreements and Amendments Lease Agreements as applicable) in order toreflect in detail the mutual obligations of Airbus and its customers as globally negotiated by the regional LatAm & Caribbean Business Unit while guaranteeing that the contractual documentation accurately reflects internal approvals

• Ensuring that the contracted obligations and returns are consistent with (or represent the best compromise between)Airbus industrial technical legal or any other constraints or capabilities and the LatAm & Caribbean Business Unitobjectives in particular as regards deal profitability and risks

• Monitoring the fulfillment of customer obligations and re-negotiate contracts to cope with Customer changingrequirements defaults or contentious issues as they may arise

• Ensuring that information concerning negotiated commitments is made available to all relevant Airbus entities liable tofulfill these commitments and provide advice or clarifications on the background as may be necessary

• Validating each business control sheet (or other business control e-tools) with a view to verifying the contractual integrity ofthe transaction documentation

• Ensuring that the risks and obligations created by the negotiated Sales Contracts are acceptable to Airbus and approved

• Providing timely and succinct briefing to line management on status of negotiations

Qualified Experience and Training:

Required

• 12 years of experience in working with international commercial teams either in a support function or directly in a
  customer facing role.

• 5 years of experience in negotiation in an international context ideally in the aviation industry

• Knowledge of contract law in an international context

• Master degree in business or international contracts law.(preferred)

Travel Required:

• up to 50% International

• This role will involve frequent travel for business in the region and worldwide and as such you must be able to travel accordingly.

Citizenship:

• Eligible to work in the US

Clearance:

• None required

Knowledge Skills Demonstrated Capabilities:
Required:

• Good relationship skills

• Team player

• Good presentation skills

• Ability to work in a demanding and quickly changing environment

• Ability to convince and take initiatives

• Knowledge of financial tools

• Proven drafting skills and a strong sense of rigor.

Communication Skills:

• Languages skills: negotiation level in English
• Spanish & French a plus

Technical Systems Proficiency:

• Google Suit tools (doc sheet slides)

• Microsoft Word

Complexity of the Role:
Negotiations occur in high pressure environments with a wide range of different customers and company cultures. The
successful candidate will be negotiating with various levels of management at our customers facilities from CEOs and CFOs to
engineers and fleet planning specialists. Adaptability assertiveness and diplomacy are required with an ability to manage
peoples emotions.

Level of Decision Making:

• You will participate in the elaboration of the commercial strategy for her/his accounts

• You will make tactical decisions during the course of the commercial campaigns and negotiations

• The decisions you make will impact the outcome of the campaign and will commit Airbus to deliver to the extent documented in the contract.

Organizational information:
Direct Reports:
Is this a people manager No

The role involves significant coordination across different departments within the Airbus organization including the commercial
engineering customer services programs and finance departments. The Sales Contracts Director must bring Airbus resources
together to come to provide Airbus customers with a commercial and technical solution that beats the competition while
meeting Airbus internal priorities.

Job Dimensions:
The value of transactions you will take responsibility for amounts to hundreds of million of dollars (for small contracts comprising
a few aircraft) often tens of billions of dollars (for contracts covering high volumes of aircraft) with the associated risks and
challenges for the company. Your role is to successfully negotiate deals to closure while ensuring that the company is not
exposed to unacceptable risks and all industrial and commercial elements of the transaction are understood by our
headquarters and aligned with internal approvals.

Nature of Contacts:

• Internally the interaction ranges from Airbus Commercial CEO when required to working level specialists with regular engagement with SVP VP and Band IV management level.
• With customers depending on the campaigns and airlines negotiations with every level from CEO CFO VP flight operations VP engineering VP Fleet Planning... to technical commercial and financial specialists with regular involvement at General Manager and VP level.

Physical Requirements:

• Onsite or remote: 80% on site 20% remote
• Vision: able to see and read computer screens and other electronic equipment with screens able to read documents and reports. Reading the screen or paper is 75% of the time.
• Hearing: able to hear to participate in conversations in person and via teleconference or phone on a daily basis.
• Speaking: able to speak in conversations and meetings deliver information and participate in communications on a daily basis
• Equipment Operation (personal computer telephone copies and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment
• Carrying: able to carry documents and personal computer carry hand luggage through airports for travel.
• Lifting: able to lift documents personal computers and luggage when traveling.
• Sitting: able to sit for long periods of time in meetings working on the computer on a daily basis.
• Standing: able to stand for discussions in offices on a daily basis.
• Travel: able to travel independently and at short notice up to 50% of the time
• Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and airports during travel

Equal Opportunity:
All qualified applicants will receive consideration for employment without regard to race color sex sexual orientation gender
identity religion national origin disability veteran status age marital status pregnancy genetic information or other legally
protected status
As a leader in our field Airbus provides relocation assistance for qualified positions and a comprehensive compensation and benefits
package.
As a matter of policy Airbus does not sponsor visas for US positions unless specified. Only applicants with current work authorization
will be considered.
Airbus does not offer tenured or guaranteed employment. Employment with Airbus is at will meaning either the company or the
employee can terminate the employment relationship at any time with or without cause with or without notice.
NOTE: Airbus reserves the right to revise or change job duties and responsibilities as the need arises. This position description does
not constitute a written or implied contract of employment.

This job requires an awareness of any potential compliance risks and a commitment to act with integrity as the foundation for the Companys success reputation and sustainable growth.

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