Senior Manager Key Account

Main Objectives

To act as key point of contact and being responsible for overall customer relationship for the assigned customer cluster or service cluster and ensure that customer related procedure run smoothly to achieve sustainable customer loyalty. Identify actively new commercial opportunities and develop sales plans for customers to support growth targets of the company. Draft and finalize contracts with relevant departments such as Legal Department or Operations Department and negotiate contracts. Manage projects in relation to tenders or growth initiatives and produce Customer Performance Dashboards.

Main Duties

Agreements & Contracts

o Negotiate agreements and contracts with customers effectively in line with the organizations’ financial targets (revenue and profitability)

o Initiate and manage service level agreements to be in-line with the company’s Handling Charges Manual

o Liaise with relevant departments to ensure that agreements are translated correctly into actual operational actions and SLAs are adhered to

o Handle communications related to agreements and contractual matters between the company and customers

o Actively manage agreement renewals and ensure related parties within the organization are kept informed

Business Development

o Identify and evaluate potential business opportunities such as new services

o Actively manage the tender pipeline of existing and potential customers

o Actively manage projects such as tenders or pre-emptive bids, prepare project plans to meet deadlines

o Initiate and produce reports and studies for commercial related matters (such as pricing intelligence, market developments, volume developments)

o Support discussions related to pricing strategies for assigned projects with company profitability targets in mind

o Communicate and interact with customers effectively to identify their business needs and construct suitable offers to fulfil their expectations.

Departmental Tasks

o Responsible to manage the Handling Charges Manual and communicate any updates to the related departments.

o Assist Department Head respectively the CCO in assigned projects

o Comply with the Company and Airport authorities’ health, safety, and security regulations

Contribute actively to foster the customer pipeline and/or CRM tool

Minimum Requirements

Education:

Bachelors of Science degree, preferably in finance, Business Management or Accounting.

Experience:

Minimum of 12-15 years related experience with Key Accounts of major importance within the customer portfolio

Other Essential Requirements:

o Commercial experience in the aviation, logistics or hospitality industry preferably in a Business-to-Business environment

o Broad knowledge and understanding of financial concepts such as Profit & Loss statements and balance sheets

o Ability to network effectively at all levels and influence without direct management oversight

o Demonstrated strength in problem solving and analytics and capable of driving insight to action

o Ability to articulate with strong presentation skills and to contribute to executive-level discourse; excellent written communication abilities

o Able to operate within a team environment

High level of competence with Microsoft Office applications (in particular, advanced Microsoft Excel and PowerPoint skills) and CRM tools such as Salesforce.com is essential.