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.

Company

Airbus Southern Africa (Pty) Limited

Employment Type

Permanent

Experience Level

Professional

Job Family

Sales, Marketing & Commercial Contracts

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