Senior Account Manager

2 weeks ago

Riyadh, Saudi Arabia SITA Switzerland Sarl Full time

Overview:
**_ WELCOME TO SITA_**

**Ready to redefine air travel? The journey starts here, with you at SITA.**

**_ABOUT THE ROLE & TEAM:_**
- The Senior Account Manager is accountable for driving all sales activities as per short and long-term objectives, formulating strategic direction for the growth of the account, owning and managing Tier 2 accounts up to 4 Tier 2 accounts.

**_ 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 Tier 2 accounts up to 4 Tier 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.
- Develop 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 and ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth.
- Ensure sales forecasts are accurate and up-to-date and all customer requests are dealt with and services delivered as per agreed schedule.
- Build and manage a virtual team of individuals in Business Development Solution Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work 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.
- Proactively manage purchase decisions to shorten sales cycle and 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.
- 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.
- Develop and implement a strategic sales plan to expand the airport and government business sectors in KSA, in line with the company’s overall objectives and targets.
- has a solid understanding of ATI business across Government Sector (Border Management), Airport Transportation Industry, Maritime, Railways etc. for KSA.
- Has strong existing C-Level relationships in key T&T markets across KSA.
- Representing and promote the company at various community and/or business meetings.
- Supervising the preparation, issuance, and delivery of sales materials, presentations etc
- Adhere to all company policies, procedures and business ethic codes.
- Communicate effectively with stakeholders to ensure solutions meet their needs and align with evolving technologies.
- Ensure adherence to coding guidelines, technical processes, and best practices.

Qualifications:
**_ Experience:_**
- Minimum 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 and 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
- Attention to detail: Detail-Focused, Check, Being Precise (Able to 'zoom in' to detail quickly and accurately / Checks information and picks up inconsistencies and mistakes / Can make detailed comparisons between similar sources).
- Interpersonal Skills: Personable, Relate, Relating to People (Socially capable - interacts confidently and reads the situation, empathetic and can evaluate likely reactions, Collaborates effectively).
- Initiative: Initiative, Initiate, Taking Initiative (Identifies ways to improve processes and situations / Takes responsibility for improvements or solving problems / S

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