Senior Account Manager / Account Manager, Airline IT Solutions at SITA

Job Description

PURPOSE

• Accountable for driving profitable growth by identifying, pursuing and closing new business opportunities for assigned Tier 2 customers
• Accountable for retaining and growing existing business
• Ultimate owner of the customer relationship, focused on building customer satisfaction, loyalty and advocacy

Key Responsibilities

• Gain a deep understanding of the customer's business requirements, and use this understanding to identify opportunities and plan for the continued development SITA's business with the customer
• Build lasting customer stakeholder relationships (to Executive level if possible) across multiple functions
• Develop, maintain and execute a comprehensive Account Development Plan, engaging with appropriate stakeholders (e.g., Head of Business Management, Specialized Sales, Solution Lines, SGS CSM, ASM) to identify, develop and implement growth strategies
• Proactively promote SITA's portfolio and value proposition to the customer ensuring that the appropriate SITA resources (e.g. Specialized Sales or Sales Support) are engaged to support this effort
• Act as the "Deal Owner" on customer opportunities. The "Deal Owner" is responsible for the development and execution of the opportunity sales strategy and plan (approach and process) through to closure (The "Deal Owner" may be formally assigned to a Sales Specialist or other Sales Support resource by mutual agreement)
• Be accountable for obtaining required business approvals, including presentation at BAB
• Enable and facilitate access to the account by Specialized Sales, in accordance with the Code of Conduct, leveraging their skills and contacts to develop and close new opportunities
• Define and apply an appropriate account engagement/governance model, applying best practice guidelines. Also ensure that appropriate project or product-specific governance models are in place and properly integrated with overall account-level governance
• 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 SITA process owners
• Ensure opportunity pipeline and sales forecasts are accurate and up to date
• Accountable for the on-time payment of invoices, taking actions at contract negotiation and throughout the contract lifecycle to facilitate cash collection and to avoid billing queries. Support the GEO Cash Collection Team in the collection of overdue payments, by taking the lead on resolving commercial issues that are causing non-payment and leveraging customer relationships to ensure timely payment
• Engage with sales support, delivery and operations resources as required across SITA, throughout the whole opportunity and contract lifecycle

Experience

Job Qualifications

• 5+ years sales/sales support experience, preferably within air transport industry (ATI) or equivalent sector or market
• Proven successful experience in Management of complex and large Accounts is a must (at least 5 M $)
• Sales of complex deals, including financial structuring, negotiations and closing
• Track record of achieving/exceeding sales targets
• Experience in building client relationship at CXOs and/or Senior Management level
• Experience in dealing, assessing, analyzing and consolidating data for market tracking
• Experience in facilitating, participating and driving account/market/sector development plans
• Working with people and coordinating cross-cultural teams

Knowledge & Skills

• Deep understanding of ATI business
• Knows/understands the key metrics and drivers of value creation for ATI business
• Very familiar with business models of client's competitors and each competitor's strengths and weaknesses
• Excellent understanding of the Client's business needs and how offerings complement each other to create a winning value proposition to address them
• Demonstrates ability to formulate alternative solutions using SITA' broad range of capabilities to address client issues
• Good knowledge of account plan methodology, sales processes and opportunity management
• Excellent understanding of financial management
• Takes a proactive approach to identifying new business opportunities
• Comfortable with networking and cold calling to find new prospects
• Continually looks to meet new people as a way to expand contact base
• Ability to work with other business areas to identify/qualify opportunities
• Proactively leads collaborative activities across BU's to identify resource and investment needs
• Strong understanding of legal implications and of the structure of contract with Client

PROFESSION COMPETENCIES

• Negotiation
• Relationship Management
• Account Development Planning
• Commercial Acumen
• Consultative Selling
• Sales Process

CORE COMPETENCIES

• Adhering to Principles & Values
• Creating & Innovating
• Customer Focus
• Results Orientation
• Teamwork
• Communication
• Impact & Influence
• Leading Execution

Education & Qualifications

Academic Qualification or equivalent business experience.