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. <span style="user-select: text;" data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}">
Ready to redefine air travel? The journey starts here, with you at SITA.<span style="user-select: text;" data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}">
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ABOUT THE ROLE & TEAM:<span style="user-select: text;" data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}">
Senior Account Manager / Account Director is accountable for driving the profitable growth by identifying pursuing and closing business opportunities for Tier 1 and 2 customers. They are the ultimate owner of the customer relationship by becoming the trusted advisor to the client. They select and lead a (virtual) team assigned to support the account.
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 up to 4 Tier 1 & 2 accounts.
- Support and coach 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.
- 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.
- 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 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.
EXPERIENCE:
- Academic qualifications or equivalent business professional experience
- 10+ years of experience in sales function; preferably within ATI or IT sector.
- Experience in building client relationships at Senior Executive and Senior Manager level.
- Achieving revenue growth of the client portfolio.
- Achieving or exceeding sales targets.
- Managing sales in large and complex deals including financial structuring negotiations and closing.
- Proven successful experience in business development pipeline management in large turnover environment.
- Experience in facilitating and driving account development plans.
- Positive customer service experience.
WHAT WE OFFER: <span style="user-select: text;" data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}">
At SITA, we disrupt the status quo, by empowering our people to pioneer innovations that touch the lives of billions. Bringing together diverse minds from across the globe, we foster a dynamic and positive workplace culture, that values our talented team members for their contributions and dedication. Check out our core benefits, enabling our people across the globe:
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Flex Week: Work from home up to 2 days/week (depending on the needs of your team and your customers)⏰Flex Day: Shape your workday to suit your life and your plans.<span style="user-select: text;" data-ccp-props="{"201341983":0,"335551550":6,"335551620":6,"335559739":160,"335559740":259}">
🌎Flex-Location: Take up to 30 days a year to work from any location in the world.<span style="user-select: text;" data-ccp-props="{"201341983":0,"335551550":6,"335551620":6,"335559739":160,"335559740":259}">
🌿Employee Wellbeing: We’ve got you covered with our Employee Assistance Program (EAP), available to you and your dependents 24/7, 365 days a year, and Champion Health - a personalized, proactive platform to support diverse wellbeing needs.
🚀 Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!<span style="user-select: text;" data-ccp-props="{"201341983":0,"335551550":6,"335551620":6,"335559739":160,"335559740":259}">
🙌🏽Competitive Benefits: Access competitive benefits tailored to the local market and your employment status.<span style="user-select: text;" data-ccp-props="{"201341983":0,"335551550":6,"335551620":6,"335559739":160,"335559740":259}">
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.<span style="user-select: text;" data-ccp-props="{"201341983":0,"335551550":6,"335551620":6,"335559739":160,"335559740":259}">