Account Manager

Overview
WELCOME TO SITA
SITA is the leading specialist in air transport communications and information technology. We don't just connect the global aviation industry, we apply decades of experience and expertise to address almost every core business, operational, baggage, and passenger process in air transport. As an organization, we cover 95% of all international air travel destinations and work with over 2,800 air transport and government customers in every corner of the globe. Immerse yourself in the dynamic world of technology while embracing our collaborative, and inclusive culture.

Ready to redefine air travel? The journey starts here, with you at SITA.
About The Role & Team
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.

What You Will Do

• Drive all sales activities as per short- and long-term objectives; formulate strategic direction for the growth of the account.
• Own and manage tier 3 accounts up to tier 6 clients.
• Collaborate and support 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 the Business Development team and 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 Internal business case approval.
• 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
EXPERIENCE:

• Solid academic qualification preferred in technical domain, or equivalent business 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

• Outstanding external and internal communication skills.
• Competitive knowledge of industry and related solutions.
• Strong consultative approach.
• Strong presentation skills.
• Commercially and technically minded, driven by results.
• Team player.
• Excellent command of English language (verbal and written).
• Willing to travel as required.

What We Offer
SITA's workplace is all about diversity, many different countries and cultures are represented in our workforce. We collaborate in our impressive offices, embracing a hybrid work format. As part of our global benefits, we offer:

Flex-week:
Work from home up to 2 days/week (depending on your Team's needs).

Flex-day:
You may wish to flex your arrival time at the office, to beat the rush hours or you may want to leave the office earlier to pick up your kids from school or to go to your favorite game: We support you in being open about your needs and routine with you manager.

Flex-location:
Benefit for 30 working days from anywhere around the world each year

Competitive benefits
according to the local market

SITA is an Equal Opportunity Employer and values a diverse workforce. In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process.