Commercial Account Manager

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Overview

Commercial Account Manager

Location: Remote (willingness to travel)

Salary: Competitive

We are looking for a talented and skilled Commercial Manager to lead the development and execution of the commercial strategy for some of the company's regional customers. You will focus on the successful implementation and delivery of agreed customer programmes and projects regionally (and sometimes globally), by ensuring that the execution of such services fulfil the customer promise at country and cluster levels, in line with the established plan.

Additionally, you will identify, mature and gain new revenue opportunities within your assigned customers, define the "Win-plan" for each proposal, serve as the overall proposal champion and negotiate the required contractual terms and conditions, according to company guidelines and stakeholder approvals; you will manage all contract renewal processes for your region and support/ champion those that are required outside of your base region.

The ideal candidate should be comfortable developing and maintaining long-term relationships with high-ranking and key staff within the customer's organisation and have the ability to translate their business requirements into an actionable service roadmap for Swissport. The goal is to contribute towards sustaining all existing business and accelerating our new business growth to achieve long-term success.

Responsibilities

• Lead the corporate commercial strategy process for defined customers by aligning the customer requirements with Swissport's network capabilities and service offering
• Serve as the "voice of the customer" to bring together the appropriate internal stakeholders to support retaining existing business and to accelerate revenue growth
• Act as customer (airline) central point of contact (PoC) in your cluster and across business lines
• Organise, prepare and lead client meetings (regular and ad-hoc) and interactions
• Organise, provide input and prepare meetings of Swissport leadership with account (e.g. annual C-level meeting)
• Prepare internal strategic customer documents, drive customer discussions & lead negotiations (Quarterly Business Reviews "QBRs", hot topics, performance review, ongoing/upcoming tenders)

- Hold cluster responsibility to oversee all deals (RFP processes and support potential regional/global framework agreement negotiations)o Initiate opportunity discussion: drive "pull" conversations with customers to understand where Swissport can provide services according to the account plan; identify opportunities and ensure we are invited to the RFP process.

- Conduct analysis: review RFP & collect client input (if needed), align organization on RFP participation decision, prepare the "Win-plan", launch the proposal preparation process and lead SGHA & SLA alignment with internal stakeholders (e.g. Ops, Legal).

- Prepare proposal: sign off on draft SGHA/SLA response, collect sign off for proposal from decision makers (Head of Commercial, MD's, etc.)

- Negotiate and review: negotiate with client, submit best and final offer (BAFO) and obtain final approval

- Reach agreement: Coordinate contract finalisation and signatureGlobal Job Description Template, Job Description.

• Own and execute regional account planning: lead annual commercial account plan, monthly/quarterly updates and ensures all Salesforce is correct and up to date
• Monitor A/R balances and works with Finance to ensure payments are received on time; engages customer and presses for payment when payments are past due
• Coordinate issue resolution with internal stakeholders (e.g. Ops, Cluster Leadership Team)
• Provide input for internal account reporting/budgeting etc.

Qualifications

• In-depth industry know-how, prefably in aviation (airline, ground handling, cargo or logistics)
• Proven experience as Commercial or Sales Manager (or in a similar role) in an international and matrix organisation
• Familiarity with CRM tools (e.g. Salesforce) is a plus
• Solid foundation in business processes, particularly pricing, costing, margin and contribution margins, and contracting; strong analytical skills
• Strong relationship-building capabilities to all internal and external key decision makers and influencers
• Ability to become a brand ambassador and excels in working in a dynamic, fast paced and evolving commercial environment
• Highly goal oriented, assertive and a hands-on problem solver
• Strong communication and interpersonal skills
• Ability to manage several accounts simultaneously
• Strong command of English as the corporate language (written and oral), any other language is a plus
• Willingness to travel up to 30%

Join a team that values innovation , safety and customer satisfaction. If you want to be part of the team that wants to make a difference, then apply today!

Swissport is an equal opportunity employer.