Customer Sucess Manager

Location: India repair center, IndiaThales 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.Present in India since 1953, Thales is headquartered in Noida, Uttar Pradesh, and has operational offices and sites spread across Bengaluru, Delhi, Gurugram, Hyderabad, Mumbai, Pune among others. Over 1800 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India's growth story by sharing its technologies and expertise in Defence, Transport, Aerospace and Digital Identity and Security markets.JOB DESCRIPTION & HIRING PROFILEJob Title :Customer Success Manager (AGS )Job Holder :LR : 8Line manager : NAName :LR :Unit : In-Flight Entertainment & ConnectivityJob Family : Support & ServiceLocation : IndiaFunctional manager :Job Title : Area Director, Customer Support & ServicePosition Summary :The Customer Support Manager (CSM) is responsible for his assigned Thales Avionics, In-Flight Entertainment & Connectivity (InFlyt Experience) programs activities in Asia Pacific, which includes Entry Into Service Preparation, In-Service Support, Adhoc Services, Legacy Program Support & Program Reviews.The CSM is capable of managing the execution of large scale programs, with high complexity, from sales transition, product deliveries, modification, handover through the full product & service maturity, ABTH and RBTH contract.He / She will be responsible for the BTH contract execution, planning, co-ordination, execution, cost / invoicing and schedule performance and risk management for assigned programs.Subsequently, the efficient coordination of means and resources necessary to maintain or gain the customer satisfaction in the region must be ensured.This position has an extremely strong cross regional dimension and requires a high degree of interaction with central entity (Irvine) and the regions to drive better alignment.Context (stakes & specific issues) :The CSM is in charge of the technical support for airline/operator customers through the key responsibilities:Communicate pro-actively with Customers as primary technical interface (Maintenance, Engineering, Operations).Conduct technical/programs reviews with Customers Technical, Maintenance and Repair organizations as requiredIdentify and report on Customers technical issues. Develop and implement resolution plans (analyse problems, collect all relevant information, provide answers to customer queries as autonomously as possible)Assess Customers product removals/reliability data to detect potential problems as early as possible, then propose, implement and follow-up reliability improvement plans (visits & reports, AM & technical reviews, reliability checks)Have a good understanding of customer repair trends and flow. Based on information to forecast repair market share and flowManages and ensures a successful outcome for customers from the internal process (Chronic Unit Process, LRU investigations, Aviation Incident Process, Hot line, Technical publication and COL access, etc)Supports and prepares for Entry into Service for new aircraft type, equipment or In Flight Entertainment SystemsDetect and deliver new AGS Engineering servicesFor customers with IFE support,Submit regular Airline Regular Reports (Weekly/Monthly) contract KPIMain Tasks & Responsibilities :The CSM should have a deep understanding of his/her customer context and contracts. The CSM is responsible for managing and delivering a profitable contract with the customer. This is achieved through the following key responsibilities:Supports RSM in contract negotiations on performance and operational obligationsPost-award contract implementation and coordinate with internal stakeholders on contractual commitmentsPrepares contract summary for internal stakeholders and customersLead customer kickoff meeting with customers, with the support of the RSMCoordinate and facilitates actions (i.e. logistics and operations) in order for contract to go liveManage contractual milestones and ensure a good level of contractual performance (OTD, Margins and SPT performance, etc)Manage cash and financial terms of payment, (invoicing plans, reconciliation plans, provisioning, Volume Discounts, cash and payments, Credit Lines, Merchandise Discounts, Cash incentives, etc..) and generate accurate and timely reporting and forecastingIdentifies and highlights all contractual risks and opportunities that could impact Margin and associated mitigation plans => day-to-day contract management incl. claim management (not only with margin impact)Pilot and drives program metrics (logistics, performance, margins, etc) or dashboard to help manage contractsOrganizes customer program reviews (service performance and action plans)Validate customers flying hours (FH) & prepare details for invoicing to Back OfficeUpdate customer flying hours (FH) and provides forecasts for By-The-Hour (BTH) contractsUpdate customer fleet data (additional a/c, removal of a/c, a/c out of warranty) in Customer ProfileValidate customer TAT reportsValidate customer delinquent claimsIFEC specific :EIS, HOV support and coordination. ( post and Pre EIS) -IFEContribute to Customer satisfaction dashboard / CI on specific platform or SFIdentify & Capture spares requirements from airline (wrt RSPL /contract, operational needs)Monitor MTBUR, MTBF, Seats AvailabilitiesCoordinate Technical performance Reviews with Customers (TRM, MRB, etc)Coordination of In-Service requests / issues to resolution with back office (Ownership of issue resolution)Identify Customer requests or issues (reliability, poor performance, connectivity performance etc)Define implementation/deployment plan of available Generic HW Fix to all impacted customersDemonstrate leadership in dealings with OEM to drive issue resolutions.Obsolescence management plan and implementation in coordination with SPM / PSEAccess and update to ERP, SF GIRA as required by AGS OrganizationRecommends to OEM the new idea/concepts for future productsEnhance partnership with IFE BL , OEM, AEC or AGS partner Sales team to understand new product offerings and provide sales lead.Enhance relationship with aircraft manufacturer, onsite representative.Ensures timely and accurate release of weekly status report.Organize and lead formal customer in-service review meeting. Documents minutes of meeting for follow up action.Maintain a balanced proposition in the management of customer expectations and OEMs positionsSeek for continuous improvement in customer relationships through regular interactionManage and ensure that action items from the respective customer satisfaction platforms (i.e. NPS, Airframer Surveys, etc) are captured and followed up in a timely mannerPromote Thales image – product, processes and services through Customers visits and associated presentationsIdentifies opportunities to increase repair market share through a detailed understanding of the customer, competitive and market environment.Develop Customer knowledge (fleet, configurations and/or capability list, maintenance and repair status & evolution)Promote opportunity for new tools and processes to improve customer effectiveness and efficiencyRequirements :Qualifications (Academic, Professional)You should possess at the minimum an academic degree (equivalent ) in Science or Engineering, specializing in either electrical/electronics, avionics, aeronautics or Aircraft Maintenance engineering. You must work well in developing relationship and networking within larger organizations, regulatory agencies and customers.Working Experience (Industry, Specialization, Type, Min 3 of Years)The ideal candidate should have at least 5-8 years' experience in the aviation, Avionics, In-flight entertainment system (IFEC) or related industries, working directly on related products. Experience in customer interfacing is a must.Personnel Skills:Excellent communication and presentation skillsProblem solving and relationship buildingCustomer focused and emphaticTeam player, able to work under pressure, enthusiasm is essentialAdaptable and resilient in a fast-paced environmentStrong organizational skills and attention to detailFamiliarity with Customer Relationship Management (CRM) software (e.g. SalesForce)Comfortable with data analytics toolLanguage:Good command of spoken and written EnglishOthers:May require frequent travel (Domestic (IND) and International )Proficiency in using SAAt Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. 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