Global Key Account Manager (Aviation)

Global Key Account Manager

Location: UK Remote, Spain Hybrid (Madrid)

Reporting to: Senior Manager KAM Governance & Standards

**Please note if you apply and you are not legally authorized to work in the country where the role is based, your application will be automatically rejected by the system- as we are unfortunately, not able to sponsor any visa/work permits.

*Aviation experience is highly valued in the role

Swissport was incorporated in 1996. From its beginnings with operations at Switzerland's largest airports in Zurich, Geneva and Basel, Swissport has developed into a global leader. Today, some 850 airlines globally across 287 airports and 45 countries on 6 continents place their trust in Swissport. The company is the global leader in airport ground services and air cargo handling, both based on revenue and the number of airports served.

Our ambition is to firmly establish our company as a natural partner for airlines and airports and the undisputed sector leader. We want to be the global brand airlines turn to when they look for a service partner. We have an exciting journey ahead. To support us in this ambition and the transformation of finance, we will be investing in new positions, over several disciplines and geographical locations.

Working for Swissport you will be in the position to make an impact on all travellers worldwide. Be it the hurried businessman or that party of four embarking on a life changing family venture, ultimately you will be part of defining their aviation experience. Besides that, you will be in the driving seat in defining your own career journey, as Swissport can offer you a world of knowledge and personal development!

You as our Global Key Account Manager

We are looking for a talented and skilled Global Key Account Manager to lead the development and execution of the commercial strategy for one or several of the company’s largest and most important customers. You will focus on the successful implementation and delivery of agreed customer programs and projects globally, by ensuring that the execution of such services fulfil the customer promise at a country and regional level. Additionally, you will identify, develop, and add new revenue opportunities related to your assigned customer(s), define the “Win-plan” for each proposal, serve as the overall proposal champion and negotiate the required contractual terms and conditions, according to company guidelines and stakeholder approvals.

The ideal candidate should be comfortable developing and maintaining long-term relationships with high-ranking and key staff within the customer’s organization and translate their business requirements into an actionable plan. The goal is to maintain all existing business and accelerate new business growth to achieve long-term success.

Job Responsibilities

Account Planning, Sales Forecasting & Management

• develop & execute new sales plans to ensure the organization’s sales volume and profitability objectives are met.
• new business opportunities / Protect existing business and build Pipeline.
• sales volumes, revenue and costs against forecasts and build in contingencies.
• key sales tools & Salesforce to monitor metric performances and apply strong corrective actions where / if applicable.

Customer Insights

• Conduct client insight research to ensure Swissport’s current and future opportunities align with customers key imperatives.
• Apply industry and customer knowledge to improve relationships and create opportunities by aligning their needs and pain points with Swissport capabilities.

Deal Shaping & Negotiations

• Manage and process customer deals in ways that compliments the aspirations of Swissport regarding revenue, profit and general terms, whilst balancing this out with the needs of the customer.
• Effectively drive any deal that originates within your region & create strong alignment with other regions where applicable, allowing for high quality and timely delivery.
• Ensure new business is profitable by implementing appropriate control mechanisms.
• Manage and lead tender processes.
• Collaborate and coordinate input and approval from internal departments to ensure profitability development.

Sales Fundamentals & Tools

• Be aware of policies related to pricing, yield improvement, contract terms, conditions, and negotiation.
• Maximize account potential by delivering to the needs of our customer and continuously improve our competitive position on account opportunities.
• Use key sales tools and Salesforce to monitor pipeline performance and manage new and existing business in line with Swissport compliance and governance policies.

Sales Leadership

• provide constructive feedback on sales approach, competences, win strategy, deal structure and guidance on internal processes.
• sales teams on technical aspects of pricing, negotiation and customer service to achieve high customer retention, high business acquisitions, achieving sales targets.
• on policies related to pricing, yield improvement, contract negotiation and pipeline development.

Why Join Us:

Prestige and Opportunity: As a Global Key Account Manager at Swissport, you'll have the privilege of representing our brand to some of the most renowned airlines in the world. You'll be the face of Swissport, entrusted with managing and nurturing relationships with our key clients, and driving growth and mutual success.

Global Reach, Local Impact: With operations in over 50 countries and a presence in more than 300 airports worldwide, Swissport offers unparalleled opportunities for personal and professional growth. Whether you're based in New York, London, Dubai, or Tokyo, you'll be part of a global team united by a shared commitment to excellence.

Innovation and Excellence: At Swissport, innovation is in our DNA. We're constantly pushing the boundaries of what's possible, leveraging cutting-edge technology and best practices to deliver exceptional service to our clients. As a member of our team, you'll be empowered to think creatively, solve problems, and drive innovation in everything you do.

Swiss Origin, Synonymous with Excellence: Our Swiss heritage is more than just a point of pride – it's a testament to our commitment to quality, precision, and reliability. Just like the Swiss watches and chocolates that have earned worldwide acclaim, Swissport is synonymous with excellence in the aviation industry. When you join Swissport, you join a legacy of Swiss quality that spans generations.

Career Development: Swissport is more than just a job – it's a career. With a culture of continuous learning and development, we're committed to helping our employees reach their full potential. Whether you're a seasoned industry veteran or a rising star, you'll have access to a wealth of training and development opportunities to help you succeed and advance in your career.

About You:

To succeed as a Global Key Account Manager at Swissport, you'll need to be a natural collaborative leader with a passion for delivering exceptional customer experiences. You'll be a strategic thinker, showing strong business acumen, with a keen eye for identifying opportunities for growth and driving results. You'll thrive in a fast-paced, dynamic environment, where no two days are the same, and change is the only constant. If you're ready to take on new challenges, make a difference, and be part of a winning team, we want to hear from you.

Join Swissport Today:

Don't miss this opportunity to join the industry leader and take your career to new heights. Apply now to be part of the Swissport family and embark on an exciting journey of growth, innovation, and success. The sky is the limit with Swissport!

When you are looking for this key position at a growing and changing international group that is headquartered in Zurich, we invite you to apply. When you do, please send your resume in English via the Apply button.

Because we get many applicants for our jobs, unfortunately it’s impossible to contact everybody personally. If you therefore do not hear from us, that means that we have decided to move forward with other candidates at this time, but we do invite you to keep following Swissport's career page and LinkedIn, because new opportunities may arise in the short future!

Hope to hear from you soon!

Equal Employment Opportunity Statement

Swissport as an equal opportunity employer bases its hiring decisions on the business need and the best qualified candidates available and does not discriminate in its employment decisions based on any protected category.

Candidates who are offered employment may be subject to a criminal record and other background checks as permitted or required by company policy or applicable law.