General information

Entity

Safran is an international high-technology group operating in the fields of aerospace (propulsion, equipment and interiors), space and defense. Its mission is to contribute sustainably to a safer world, where air transport becomes ever more environmentally friendly, comfortable and accessible. Present on every continent, the Group employs 110,000 people and generated €31.3 billion in revenue in 2025. Safran holds, either independently or through partnerships, leading global or European positions in its markets.

Safran was ranked second in the Aerospace & Defense sector in TIME magazine's ""World's Best Companies 2025"" ranking.

Safran Electronics & Defense is an international company with more than 19,000 employees who bring together expertise and team spirit to design high-technology solutions for the aerospace, defense and space sectors. By combining human and technological intelligence, the company develops products and services for both civil and military customers, operating on land, at sea, in the air and in space.  

Reference number

2026-MKO-DAV-DC-219384-188926  

Department

Business Development & Keay Account Department Director

Job details

Domain

Programs / Customer Relations

Job field / Job profile

Sales / marketing - Sales

Job title

Key Account Manager EMBRAER (Avionics & Actuation divisions) F/H

Employment type

Permanent

Professional category

Professional, Engineer & Manager

Part time / Full time

Full-time

Job description

Your Responsibilities – Preparing for the Future

• Understand and share our customers' strategic priorities, anticipate their needs and implicit expectations, and develop a thorough understanding of their organizations and decision-making networks, ensuring that key insights are effectively communicated internally.
• Analyze Embraer' supplier selection criteria and actively contribute to the development of SED's value propositions.
• Contribute to competitive analyses covering SED's product portfolio, including Cockpit Solutions, Navigation, Actuation Systems, and Critical Computers.
• Contribute to price-to-win recommendations, as well as to the identification of competitive levers and differentiators, in close coordination with the Finance, Engineering, and Product Line teams.
• Actively contribute to the RFP response strategy, particularly for Next Single Aisle (NSA) and other interim tenders, by developing evaluation mapping, compliance matrices, technical storyboarding, and identifying solution differentiators.
• Act as SED's key point of contact with Embraer for solution definition, leading customer discussions, aligning roadmaps, and resolving issues throughout the program maturation phase.

Key Account Management Responsibilities

1. Governance & Customer Relationship Management

• Be accountable for the consolidated performance delivered to your customer, including customer satisfaction, financial performance (revenue, EBIT and penalties), and operational performance.
• Coordinate customer governance events and meetings. Organize and lead SED visits and meetings with Embraer senior management. Organize and facilitate strategic engagements, including TAMs, Tech Days, and Executive-level meetings.
• Develop and maintain trusted strategic relationships within Embraer, establishing a multi-level, cross-functional engagement model across key organizations and functions, including Procurement, Engineering, and other strategic stakeholders.
• Act as SED's central point of contact with customers for solution definition, leading strategic discussions, aligning roadmaps, and driving issue resolution throughout the program maturation phase.


2. Contract & Negotiation support

• Lead the drafting of the technical, managerial, commercial and financial sections of SED proposals, in close collaboration with the relevant internal teams.
• At the request of SED Program Management, support the Sales team and facilitate negotiations with customers regarding penalties, claims and pricing under existing contracts.
• Influence customer consultations and maximize the perceived value of SED's commercial offerings by effectively communicating key strengths, value propositions and strategic messages.

But what else? (advantages, specificities, etc.)

Qualifications
• 10+ years of experience in aerospace business development, capture planning, leadership, program or team management, and product strategy.
• Strong understanding of OEM customer decision-making cycles and suppliers' selection dynamics.
• Proven experience in developing competitive analyses, capture strategies and executive-level presentations.
• Demonstrated ability to lead cross-functional and multicultural teams and influence stakeholders without direct hierarchical authority.

Candidate skills & requirements

3. Strategy, Marketing & Competitive Monitoring

• Contribute to competitive analyses covering SED's product portfolio for both divisions Avionics & Actuation
Product lines including Cockpit Solutions, Navigation, Actuation mechanical and electrical Systems, and Critical Computers)

• Develop and communicate internally within SED a clear understanding of competitive intelligence and customer market dynamics, including competitors, trends, market developments, innovations, opportunities and threats.

Why Join Us?

• A high-visibility position at the heart of Safran SED's strategy, with direct exposure to Embraer and other major players in the aerospace industry.
• A dynamic, multicultural environment within an innovative and international organization.
• The opportunity to demonstrate your leadership, strategic thinking and ability to synthesize complex topics, contributing directly to Safran's growth.

What We're Looking For :

• 10+ years of proven experience in strategic account management, business development, aerospace, or a senior-level commercial role.
• Excellent leadership, listening, communication, negotiation and synthesis skills.
• In-depth understanding of Embraer' business challenges, decision-making processes and market dynamics.
• Proven ability to lead cross-functional and multicultural teams and influence stakeholders without formal authority.
• Engineering degree with a strong customer orientation, or a degree in Business, Economics or a related field, combined with a strong interest in a demanding technical environment.
• Flexibility, critical thinking and the ability to anticipate customer needs by identifying subtle market signals.

Job location

Job location

Latin America, Brazil

Applicant criteria

Minimum education level achieved

Master Degree

Minimum experience level required

More than 8 years

Additional Languages preferred

• English (Fluent)
• Portuguese (Fluent)