EXPERIENCE

• 7+ years’ experience in sales function; preferably within ATI or IT sector
• Experience in building client relationships at Senior Executive and Senior Manager level
• Achieving revenue growth of the client portfolio
• Achieving or exceeding sales targets
• Managing sales in large and complex deals including financial structuring negotiations and closing
• Proven successful experience in business development pipeline management in large turnover environment
• Experience in facilitating and driving account development plans
• Positive customer service experience

PURPOSE

As a Senior Account Manager (Airport Sector) it is accountable for driving the profitable growth by identifying pursuing and closing business opportunities for Tier 2 customers. You are the ultimate owners of the customer relationship by becoming the trusted advisor to the client. You select and lead a (virtual) team assigned to support the account.

KEY RESPONSIBILITIES

• Drive all sales activities as per short- and long-term objectives; formulate strategic direction for the growth of the account
• Own and manage Tier 2 accounts up to 4 Tier 2 accounts
• Support and coach the (virtual) team involved in account management to ensure sustainable and profitable growth
• Develop and implement a documented business plan that is in line with short- and long-term goals
• Develop maintain and execute ongoing Account Development Plans reviews to ensure full alignment focus and quality on priorities that all growth potential is identified and addressed; and that all resources are fully aligned and effectively collaborate in achieving their objectives
• Engage with relevant stakeholders to identify develop and implement growth strategies
• Manage and build relationships with clients; become the trusted advisor/consultant for them; ensure customer loyalty and highest level of customer satisfaction
• Gain deep understanding of the customer’s business needs and use this to identify opportunities and plan for the continued development of SITA’s business
• Create opportunities to provide a unique or contrarian perspective during conversations; align unique insights to customer priorities and reframe the way customers view their business
• Build sales pipeline for future growth with close collaboration with Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth; ensure sales forecasts are accurate and up-to-date
• Ensure all customer requests are dealt with and services delivered as per agreed schedule
• Build and manage a virtual team of individuals in Business Development Solution Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work develop team and achieve highest alignment morale and engagement; coach individuals to support their growth and development
• Identify resource needs from other functions plan and engage resources manage the team effectively
• Drive two-way communication; engage the customer by deliberately linking their business priorities to SITA’s value proposition
• Leverage individual value drivers; understand and influence wide range of customer stakeholders; facilitate conversation between stakeholders; proactively manage purchase decisions to shorten sales cycle
• Communicate key economic drivers macro- and microeconomic trends internally to increase awareness and adopt to new situations also externally to clients to address potential new business opportunities
• Obtain required business approvals including presentation at business qualifying meetings.
• Maintain clear visibility of the status of all commercial delivery and operational aspects of the account and drive the resolution of issues through the relevant process owners
• Ensure full compliance in all internal and external dimensions of the business
• Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment
  Qualifications: