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:
• 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
If you are qualified and up to the challenge, please send an updated Curriculum Vitae (Ms Word version) to kenyanrecruiter@gmail.com clearly stating the job position (Senior Account Manager) as the subject.
Include your daytime contact, current & expected remuneration as well as your notice period in your application cover letter.
Only shortlisted candidates will be contacted.