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.
Ready to redefine air travel? The journey starts here, with you at SITA.
ABOUT THE ROLE & TEAM:
Account Director is accountable for driving the profitable growth by managing and leading a sales team also act as an ultimate owner of customer relationship by becoming the trusted advisor to the client. They select and lead a direct and 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 one or two large strategic accounts (Tier 1) and manage the portfolio of Tier 2-4 clients; drive profitable growth by identifying, pursuing and closing new business opportunities. Rteain and expand exisitng business, own customer relationship, focused on building customer satisfaction, loyalty and advocacy
- Develop and implement a documented business plan that is in line with short- and long-term goals
- Conduct 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 forecatss are accurate and up-to-date
- Ensure all customer requests are dealt with and services delivered as per agreed schedule* Build and manage a High Performing Team, effectively delegate and allocate work, develop team and achieve highest alignment, morale and engagement; coach individuals to support their growth and development; support and participate in hiring process
- 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
- 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:
- 8+ years experience in sales function; preferably within ATI or IT sector
- Experience in building client relationships at CxO and 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
- Managing successful and diverse teams
- Experience in facilitating and driving account development plans
- Positive customer service experience (re large accounts)
WHAT WE OFFER:
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:
In the U.S., the standard base pay range for this role is $170,000.00 - $190,000.00 Annual. This base pay range is for the U.S. and is not applicable to locations outside of the U.S. Actual amounts will vary depending on experience, performance and location. In addition to a competitive base pay, employees in this role may be eligible for incentive compensation. Incentive compensation is not guaranteed.
🏡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.
🌎 Flex-Location: Take up to 30 days a year to work from any location in the world.
🌿Employee Wellbeing: We’ve got you covered with our Employee Assistance Program (EAP), available to you and your dependents 24/7, 365 days/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!
🙌 Competitive Benefits: Access competitive benefits tailored to the local market and your employment status.
SITA is an Equal Opportunity Employer M/F/Disability/Veteran. SITA does not discriminate based on age, race, color, creed, religion, national origin, sex, sexual orientation, gender identity, disability, marital status, age, Vietnam Era Veteran status, or any other characteristic protected by state or federal law.
SITA is committed to assuring equal employment opportunity and equal access to individuals with disabilities. SITA will provide reasonable accommodation to a qualified individual with a disability to enable such individual to perform the essential functions of the position for which he/she is applying or in which he/she is employed.
SITA's equal employment opportunity policy applies to all employment practices and actions, including, without limitation, recruitment, application process, examination and testing, hiring, training, disciplinary actions, rate of pay or other compensation, advancement, classification, transfer, reassignment and promotions.
