Our client is the world's leading specialist in air transport communications and IT solutions and seeks to fill the position of Senior Account Manager.
The Job:
Position: Senior Account Manager
Division: Sales
Overall Purpose of the Job:
The Senior Account Manager serves as a global single point of accountability for more than 3 existing Named/Medium clients.
He/She actively manages all relationships with clients at the highest executive level and ensures customer loyalty and satisfaction.
He/She is also responsible for profitable growing of all SITA BUs within the assigned clients by leading the development of compelling value propositions for those clients.
Responsibilities:
The Job:
Position: Senior Account Manager
Division: Sales
Overall Purpose of the Job:
The Senior Account Manager serves as a global single point of accountability for more than 3 existing Named/Medium clients.
He/She actively manages all relationships with clients at the highest executive level and ensures customer loyalty and satisfaction.
He/She is also responsible for profitable growing of all SITA BUs within the assigned clients by leading the development of compelling value propositions for those clients.
Responsibilities:
- Managing Sales and Growth for assigned accounts, achieving or exceeding Sales targets for the assigned accounts
- Developing and coordinating sales strategy for the assigned accounts
- Promoting the value and benefits of SITA's Products & Services Portfolio through appropriate engagement of Solutions Sales
- Specialists or Solutions Designers
- Prime single point of contact to the assigned accounts from prospecting to closing including obtaining the necessary internal approvals
- Developing and understanding of the customer's requirements, business environment and strategy to ensure significantly higher revenues, accrued with increased customer satisfaction
- Identifying competition and competitive actions for the assigned accounts and communicate information to Marketing and sales management, also taking actions to reinforce SITA's presence.
Qualifications:
- MBA an added advantage
- University degree or equivalent business professional experience
- French an added advantage
Experience:
- 7+ years experience within ATI or equivalent sector or market.
- Proven successful experience in Management of complex assigned Accounts is a must (at least 10 M $).
- Sales of complex and large deals, including financial structuring, negotiations and closing.
- Track record of achieving/exceeding sales targets.
- Revenue Growth and business development.
- Customer service experience when dealing with assigned medium to large accounts.
- Client relationship at CIO and middle management levels.
- Experience in facilitating and participating in account development plans.
- Management of medium large contracts.
- Working with people and coordinating cross-cultural teams.
Knowledge & Skills:
- Very good understanding of Airport and Airline business
- Familiarity with the differences in business models of client's competitors
- Knowledge of emerging business trends in ATI
- Good understanding of Client's business and how offerings complement each other to create a winning value proposition to address client needs
- Good knowledge of Account Plan methodology
- Strong knowledge of using sales processes and opportunity management
- Knowledge of Miller Heiman methodology is a plus
- Good understanding of major components of financial management
- Good understanding of legal implications and of the structure of contract with Client
- Ability to consistently works to build credibility with the customer
Professional Competencies:
- Persuading & Influencing
- Customer Focus
- Negotiation
- Verbal Communication
- Relationship Management
- Results Orientation
- Working with People
- Account Development Planning
- Commercial Acumen
- Consultative Selling
- Sales Process
- Adhering to Principles &Values
People Management Competencies:
- Deciding & Initiating Action
- Creating & Innovating
- Developing Talent
- Empowering Others
- Teamwork
- Adhering to Principles &Values
- Adapting & Responding to Change
- Customer Focus
- Planning & Organising
- Managing and Motivating
- Results Orientation
- Effective Communication
- Managing Performance
Include your daytime contact, current & expected remuneration as well as your notice period in your application cover letter.
Deadline for application is 14th June 2011.
Only shortlisted candidates will be contacted.