Account Director

Job Description:

Job objectives

• Develop objectives and account plans to ensure profitable growth for  assigned customers 

• Identify business potential and describe long term plans for its achievement 

• Ensure high level of customer satisfaction 

• Ensure a sustained long-term relationship with key customers 

• Ensure fulfillment of support obligations for Airbus 

Primary responsibilities

• Be the responsible sales and support manager for the customer and ensure  development of objectives and account plans 

• Ensure identification of business potential for new services and products 

• Manage opportunities from inception to final award or closure 

• Manage customer visits and bid related customer interactions 

• Update and maintain customer contact data 

• Support function to collect customer complaint or feedback and address it to the appropriate function for resolution and follow up on the progress 

• Ensure support obligations fulfillment in accordance with aircraft purchase agreements, such as Material Readiness Roadmap and A/C EIS support, customer familiarization on material management subjects, supplier support operations, Sales and Support Manager allocation, spares availability 

• Follow up and reporting on issue resolution or appropriate escalation when  necessary e order intake and revenue targets for assigned customer segment 

Secondary responsibilities

• Assist in follow up on overdue payments and in general support accounts receivables management for assigned customers 

• Support sales director in definition, implementation and execution of a sales support strategy 

• Support Global Account Management (GAM) activities for customers supported by this approach 

• Participate and/or lead ad-hoc short or long term development/improvement projects/initiatives

General

• Comply with Satair’s mission, values and Quality Management procedures, comply with Satair’s guidelines on Ethics & Compliance 

• Comply with local regulations & guidelines as set by Airbus Middle East and Africa

• Understanding, sharing and living of Satair values and rules 

• Respect Satair processes and procedures agreed per function  

• Keep the direct report informed of the status of agreed tasks and of any critical problem areas 

• Participate in optimizing Satair’s business procedures by applying existing Satair’s IT systems 

• Comment/advise on unsatisfactory situations within the organization, and propose potential solutions for improvements 

• Identify and offer suggestions to improve efficiency 

• Be well informed about and familiar with the latest developments in Satair's business 

• Have an inter-cultural understanding 

• Participate in occupational safety and health efforts 

• Contribute towards a positive and inspiring working environment

Personal & interpersonal skills 

• Customer minded 

• Strong team player 

• Excellent communication and presentation skills 

• Open for feedback 

• Diplomatic in addressing issues to the right stakeholder 

• Strong in representing the customer view inside the organization

• Good analytical skills; ability to see the bigger picture and derive mid to long  term recommendations on way forward 

• Ability to balance and align varying interests of stakeholders ∙ Understanding of Airbus network 

• Ability to defend Satair’s business and limit financial risk 

• Diplomatic sense and open/‘out-of-silo’ mind-set, ability to build successful  relations across functions and with all stakeholders 

• Ability to work in an international context 

Professional skills 

• Minimum 3-5 years working experience in a sales position or similar

• Working knowledge of English, both orally & in writing, French language skills are a plus

• Negotiation skills & strong business acumen 

• Strong knowledge and proven track record within Key Account Management 

• High degree of aviation business understanding specifically in the area of  spares support, supply chain management, maintenance, understanding of  support obligations from aircraft purchase agreements 

• Background on legal aspects of A/C purchase agreements & services contracts 

• Ability to derive financial implications from contracts 

• Willingness for frequent traveling 

KPIs

• Ensure continuous improvement of customer satisfaction (CSIP) 

• Achieve set sales-oriented objectives 

• Conversion rate 

• Number of proposals signed off 

• Average time between first contact with the customer and signing of  agreement 

• Sales revenue for new customers / product / services

• Average sales per customer per year 

• Profit per customer 

• Number of visits/contacts with customer 

• Cost of sales (cost per interaction) 

• Number of new customers 

• Closing customer complaints in a timely manner

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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