Airbus Engages with Students about Key Account Management

Written on 03 December 2012.

Airbus on Campus

A lecture hall filled with some one hundred students—of twenty-four different nationalities—from the MSc in Marketing Management and about twenty engineering students from ENSAM enrolled in the course in key account management taught by Jean-Pierre Dolait heard, as they put it, an “inspiring” presentation.

The students were told that key account management was crucial for a company such as Airbus, all of whose clients, airlines, are in fact key accounts. In addition, every detail counts in this kind of sale, for which the figures amount to hundreds of millions of dollars. The client, then, must be given the greatest attention. Forging a solid relationship with the client, product quality, and innovation are the main advantages in this industry in which the long-term economic stakes are tremendously high.

All of the students—some equipped with their CVs—were interested, and their questions were relevant. In view of the promising future of the aerospace market and the description of an exciting profession, it couldn’t be, as Pauline notes, any other way: “I thought that the presentation was very enjoyable and informative, as Mr. Hermann clearly described in detail the work of key account managers and what their personalities were like.”

Andreas Hermann’s enthusiasm, as Hélène points out, did the rest: “For me the presentation from the Airbus team made me realize the very diverse skills which are essential to be a good key account manager. The examples he gave make it possible to illustrate this multidisciplinary job.

Andreas Hermann and Marie Galisson, of human resources at Airbus, also invited the interested students to take part in “Fly Your Ideas,” a competition organised by Airbus in partnership with UNESCO and stressing environmental ideas to improve the aerospace market; the winning team will take home €30,000.

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