SITA

About SITA

Profession: Sales Work Location: Europe-Spain-Madrid Schedule:Full-time Description PURPOSE The Account Manager is accountable for driving the profitable growth by identifying pursuing and closing business opportunities for Tier 3 customers. They are the ultimate owner of the customer relationship by becoming the trusted advisor to the client KEY RESPONSIBILITIES Drive all sales activities as per short- and long-term objectives Own and manage Tier 3 accounts up to 6 Tier 3 clients Collaborate and support the (virtual) team involved in account management to ensure sustainable and profitable growth 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 Work with a virtual team of individuals from Business Development Solution Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work achieve highest alignment morale and engagement; coach/support 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 BAB 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 Drive all sales activities as per short- and long-term objectives Own and manage Tier 3 accounts up to 6 Tier 3 clients Collaborate and support the (virtual) team involved in account management to ensure sustainable and profitable growth 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 Work with a virtual team of individuals from Business Development Solutions Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work achieve highest alignment morale and engagement; coach/support individuals to support their growth and development Identify resource needs from other functions plan and engage resources manage the team effectively Qualifications EXPERIENCE 5+ years' experience in sales function; preferably within ATI or IT sector Experience in building client relationships at Senior Manager level Achieving revenue growth of the client portfolio Achieving or exceeding sales targets Proven successful experience in business development and pipeline management Experience in facilitating and driving account development plans Positive customer service experience KNOWLEDGE & SKILLS Deep understanding of IT B2B business and aviation industry Excellent sales skills and sales leadership capabilities; exceptionally strong negotiation and consultation skills Familiar with the key metrics and drivers of value creation for ATI Familiar with business realities within the geography/sector he/she is responsible for High level of knowledge of the client's business needs and how to create a winning value proposition Good understanding of competitors' business models offering strenghts and weaknesses Solid skills in account development planning and management methodology; knowledge of Miller Heiman or similar methodolgy Strong financial and commercial knowledge and acumen Good understanding of contract structure and legal environment PROFESSION COMPETENCIES Accountability Agility Collaborative Commercial Acumen Consultative Selling Cross-functional experience Delivering insight Demand generation Drive Ethics and Integrity Facilitation skill Managing virtual teams Networking Performance orientation Problem Solving Product to solution transformation Strategic planning Versatility CORE COMPETENCIES Customer Focus EDUCATION & QUALIFICATIONS Academic qualifications or equivalent business professional experience #LI-ED1 Job Posting: Feb 28, 2020, 6:37:49 AM

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Company Info

Legal Form: co

Company Type: Private

Company Size: 1001 - 5000

Revenue: 100 - 500 million (CHF)

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Job Ads found: 6711

Job Ads per Month: 139.8

Hiring Locations: 97

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