Ho Business Development UAS, Defence and Security APAC

The Head of Business Development for UAS, Defence and Security APAC will lead an integrated business development team across North Asia, South East Asia, Australia and New Zealand. The role focuses on achieving ambitious annual booking and sales targets, managing the sales funnel, and providing accurate forecasts. The jobholder will support the Airbus Helicopters APAC sales team, contribute to the product roadmap based on market intelligence, and lead teams to drive sales results. This is a senior leadership position requiring strategic decision-making and stakeholder management.

Responsibilities

• Actively manage and progress opportunities within the sales funnel.
• Reach and exceed established margin targets for all sales activities.
• Sell hardware and services, including comprehensive support and training packages.
• Cultivate strong customer relationships through proactive engagement, including periodic customer visits.
• Ensure the sales team effectively develops customer opportunities aligned with company targets and strategically manages the sales funnel from lead generation to closure.
• Lead competitive intelligence efforts by continuously tracking competitor products, sales performance, and strategic direction. Deliver actionable comparative reports crucial for guiding company strategy. Centralize the collection of regional marketing data to ensure comprehensive support for corporate efforts.
• Interface collaboratively with the Programs and Operations departments to guarantee aircraft deliveries meet both customer expectations and company quality standards.
• Serve as the critical link between customer requirements and internal execution, expertly negotiating demands and communicating specifications to sales and delivery teams for successful closure.
• Proactively create, initiate, and help coordinate impactful sales and demonstration programs to cultivate additional UAS sales opportunities.
• Provide accurate and timely bookings forecasts to inform strategic decision-making.
• Provide the Regional Management Team with comprehensive data to facilitate the development of accurate sales forecasts, strategic objectives, actionable plans, and realistic budgets.
• Drive sales performance by effectively coaching and mentoring team members, ensuring individual growth and collective achievement of departmental targets
• Coordinate effectively with the global network of UAS champions to leverage expertise and maximize opportunities.
• Manage marketing activities in close coordination with Airbus Helicopters' marketing and communication departments to ensure brand alignment and leverage synergies.
• Develop and execute strategic marketing campaigns that effectively respond to and capitalize on marketplace dynamics and evolving trends.
• Supervise the development of impactful sales promotional materials.
• Ensure the accuracy and meticulous maintenance of all customer interaction records and sales funnel opportunities within the CRM system.
• Prepare insightful and comprehensive reports presenting key data and performance metrics.
• Proactively communicate key performance indicators and strategic recommendations to management.
• Develop clear and concise internal reports and contribute to informative briefs for management and relevant stakeholders.

Requirements

• Tertiary education in Aviation, Engineering, Business Administration or related field
• Minimum of 10 years of progressive experience in sales & marketing roles within the aerospace industry
• Several years of experience in drone operations ideally in a government agency or in the military.
• Strong understanding of the UAS/Drone market, technologies, and regulatory environment. Familiarity with industry standards and best practices
• Proven ability to make strategic decisions under pressure and manage complex stakeholder relationships.
• Proven ability to lead and manage projects effectively within a highly matrixed environment, spanning multiple functions and cross countries
• Exceptional leadership, communication, and interpersonal skills with the ability to inspire and motivate the sales & marketing teams.
• Unquestionable integrity: Jobholder will be dealing with sensitive military and national security information. They must be discreet, trustworthy, and possess high ethical standards.
• Results driven: Jobholder must have strong business acumen.
• Patience and resilience: Sales cycles in this industry are measured in years, not quarters. Jobholder must be able to pursue a single opportunity for 3-5 years, surviving budget cuts, government changes, and setbacks without losing motivation.
• Proactive & relentless: Jobholder must be a self-starter who is constantly networking, asking questions, and driving the campaign forward with enthusiasm.
• Highly collaborative: Jobholder must be a genuine team player who respects the expertise of the broader Airbus teams.
• Intellectual curiosity: Jobholder must experiment, be genuinely passionate about the technology and constantly learning about new advancements in AI, autonomy, and sensor tech.
• Global Mindset: To be culturally aware and effective at building relationships with government and military clients, as well as Airbus and Industrial partners from diverse backgrounds all over the world.
• Stakeholders and relationship management: ability to handle complex organizations, both internal and external.