Michael Schoellhorn

Questioner
DISC Type : c

Member of the Presidential Board (Präsidiumsmitglied) BDI at BDI - Bundesverband der Deutschen Industrie e.V.

Greater Munich Metropolitan Area, Germany

Overview

Michael Schoellhorn is the CEO of Airbus Defence and Space, leveraging a deep background in engineering and aerospace. He holds a PhD in Control Engineering from Helmut-Schmidt-Universität and previously served as Airbuss COO. His career began in the German Armed Forces, where he was a helicopter pilot and officer for a decade, shaping his leadership in the defense industry.

Outside of his executive duties, Michael is driven by a passion for aerospace that merges his personal interests with his professional life. He is a strong advocate for European collaboration in space and defense, frequently speaking on the need for strategic sovereignty and industrial cooperation to address geopolitical challenges.

Unique fact: Michael is a former military aviator, giving him a rare end-user perspective in his current role leading a global aerospace and defense company.

Personality Overview

Systematic

Cautious & Analytical

Not Easily Convinced

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

European Defense
Advocates for increased European defense spending, collaboration, and strategic autonomy to address rising geopolitical threats, as seen in recent posts and interviews.
Aerospace Innovation
Focuses on advancing aerospace capabilities, from military aircraft like the Eurofighter to developing next-generation systems like the Future Combat Air System (FCAS).
Space Strategy
Actively calls for a unified European approach to space, emphasizing its critical role in future defense and security, as highlighted in his public statements.

Media Appearances

Michael Schoellhorn, CEO of Airbus Defence and Space. Featured in YouTube

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Can We Still Build Together? – Michael Schoellhorn (Airbus). Featured in YouTube Shorts

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Live from ILA Berlin 2022 – Interview with Michael Schoellhorn (CEO Airbus Defence & Space). Featured in YouTube

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Work History

10-2021
Member of the Presidential Board (Präsidiumsmitglied) BDI at BDI - Bundesverband der Deutschen Industrie e.V.
9-2021
President at BDLI - Bundesverband der Deutschen Luft- und Raumfahrtindustrie e.V.
7-2021
CEO Airbus Defence and Space at Airbus
11-2020 - 11-2024
Non Executive Director, Member of the BoD at Stratasys
2-2019 - 7-2021
COO at Airbus

Education

11-1994 - 4-1999
PhD (Dr.-Ing.) from Helmut-Schmidt-Universität/Universität der Bundeswehr Hamburg
1985 - 1989
Master (Dipl.-Ing.) from Helmut-Schmidt-Universität/Universität der Bundeswehr Hamburg

More Information

Social Presence :

Prographics :

Exp : N/A Location : Greater Munich Metropolitan Area, Germany Job Level : N/A Designation : Member of the Presidential Board (Präsidiumsmitglied) BDI at BDI - Bundesverband der Deutschen Industrie e.V.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Michael

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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