Director Of Key Accounts

Company Overview

Signature Aviation plc is a market leading, global aviation support and aftermarket services provider, primarily focused on servicing the Business and General Aviation (B&GA) market. We are a privately held Company owned by the consortium of private equity firms that includes Blackstone, Global Infrastructure Partners and Cascade. We have operations on 5 continents with more than 220 locations and approximately 6,000 employees worldwide.

Signature's worldwide network of FBOs delivers essential support services for business and private aviation, including refueling, hangarage, maintenance, repair and overhaul, and a variety of other world-class amenities with exceptional customer service.

The Director, Key Accounts will be responsible for developing new and existing relationships with Key Accounts and coaching Sales Managers on sales strategies, opportunities, and overall company direction.

The Key Accounts team will be responsible for implementing strategic and tactical programs to enhance sales segment penetration and deliver value for customers and competitive advantage for Signature Aviation. This position will lead Sales Managers for Key accounts, developing a high-achieving team of motivated account managers and providing the tools and guidance to expand their knowledge and influence with customers. Along with Sales Managers, the Director of Key Accounts will also act as the voice of the customer within Signature Aviation, coordinating across teams and functions to develop optimal outcomes and grow the overall book of business.

Job Responsibilities

Sales Strategy

• Promotes and maintains customer relationships by conducting professional sales calls and quarterly business reviews, including on-site visits of potential customers.
• Develops and maintains strong relations with General Managers and other local leadership teams, fostering a culture that promotes and understands the criticality of safety awareness and prevention through an understanding of safety-related intelligence and operational risks
• Develops customer target market lists and engages a sales plan in conjunction with Account Managers, ensuring delivery of KPIs and growing overall customer loyalty to Signature
• Along with Sales Managers, oversees all aspects of the customer relationship, including prospecting, proposal, contracting, and post-contract assistance
• Recommends and implements sales strategies that maximize the value of Signature to customers, selling across the entire suite of products and leveraging the full range of services
• Establishes a culture of servant leadership with direct reports, investing time in all aspects of performance and development according to individual needs, including skill and leadership growth

Minimum Education and/or Experience:

• At least 5 years of leadership experience in Sales in a global environment, with demonstrated success in developing teams and customer portfolios
• Bachelor's Degree or equivalent; plus 8 years related experience and/or training; or equivalent combination of education and experience in sales or strategy

Additional knowledge and skills:

• Ability to influence key stakeholders and partners throughout the business
• Independent judgment is required to recommend objectives, evaluate new problem-solving approaches, and assess changing facts or conditions
• Ability to apply logical and critical thinking principles to a wide range of intellectual and practical problems
• Ability to read, analyze, and interpret complex documents. Ability to respond effectively to the most sensitive inquiries or complaints
• Self-starter with exemplary organization and resolution management skills. Must possess a "can do" attitude
• Demonstrated proficiency in analyzing business trends and performance
• Working knowledge of customer relationship management (CRM) systems, preferably Microsoft Dynamics
• Experience in working with cross-functional/cross-departmental and virtual teams at a senior level
• Must be able to prioritize and manage concurrent projects and issues skillfully
• Ability to manipulate large data sets and conduct scenario analyses/modeling. Keen focus on accuracy
• Ability to manage a diverse range of projects simultaneously
• Excellent verbal, analytical, oral, and written communication skills, and interpersonal skills
• Advanced skills required in Microsoft Word, Excel, and PowerPoint
• Demonstrated experience of successfully executing against tight deadlines, with a collaboration mindset

An Equal Opportunity Employer including Disability/Vets