Role Summary 

Your role will be accountable for driving profitable growth of SITA by identifying, pursuing and closing business opportunities of Tier 3 customers. You will be responsible for completely own and the customer advisory segment with maintaining customer relationship and ensure sustainable and profitable growth of company.

You will also be responsible for building future pipeline of business and engagement with relevant stakeholders for working on its growth strategies.

Your role will involve:

•  Driving all sales activities as per short- and long-term objectives of the organization.
• Managing Tier 3 accounts up to 6 Tier 3 clients
• Collaborating and support the (virtual) team involved in account management to ensure sustainable and profitable growth
• Developing, maintaining and executing ongoing Account Development Plans reviews to ensure full alignment focus and quality on priorities that all growth potential is identified and addressed; Engagement with relevant stakeholders to identify develop and implement growth strategies
• Ensuring customer loyalty and highest level of customer satisfaction.
• Creating opportunities to provide a unique or contrarian perspective during conversations; align unique insights to customer priorities and reframe the way customers view their business
• Building 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 forecasts are accurate and up-to-date.

We would like it if you have the below qualifications, knowledge and experiences:

• Academic qualifications or equivalent business professional experience.
• Deep understanding of IT B2B business and aviation industry
• Excellent sales skills and sales leadership capabilities; exceptionally strong negotiation and consultation skills
• Familiar with the key metrics and drivers of value creation for ATI
• Familiar with business realities within the geography/sector he/she is responsible for
• High level of knowledge of the client’s business needs and how to create a winning value proposition
• Good understanding of competitors’ business models offering strengths and weaknesses
• Solid skills in account development planning and management methodology.
• Strong financial and commercial knowledge and acumen
• Good understanding of contract structure and legal environment

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