Global Key Account Manager

Job Summary

Lead the development and execution of the commercial strategy for one or several of the company’s largest and most important customers. Ensure the execution of customer programs and services that fulfil the customer promise at a country and cluster (region) levels

***Please note experience in cargo/ground handling / aviation experience is a must.***

Job Responsibilities

– Business Acumen

▪ Ability to interpret & apply knowledge of business financial drivers, practices, concepts that drive profitable growth

▪ Can understand and solve business problems keeping a financial as well as a customer perspective in the forefront when making decisions.

2 – Collaboration

▪ Ability to create & foster internal & external relationships that enable the development of beneficial solutions

▪ Works cooperatively with others across the organization to achieve shared objectives.

▪ Credits others for their contributions and accomplishments.

3 – Communication

▪ Ability to communicate with internal partners & external organizations;

▪ Can communicate in a variety of formats, including formal presentations and required documentation

▪ Develop and deliver communications that convey a clear understanding of the unique needs of different audiences.

4 – Coaching and Developing Others

▪ Providing feedback, instruction and development guidance to help others to excel; planning and supporting the development of individual skills and abilities.

▪ Developing people to meet both their career goals and the organization’s goals

5 – Executing and Getting Results

▪ Taking accountability to deliver results; ▪ Measuring progress and taking corrective actions if metrics are not achieved;

▪ Ensuring others contribute to organizational goals by focusing them on the most critical priorities

Qualifications and Competencies

1 – Account Planning, Sales Forecasting & Management

▪ Develop sales plans, budgets, forecasts and activities based on a deep understanding of customer priorities

▪ Propose, develop & execute new sales plans to ensure the organization’s sales volume and profitability objectives are met ▪ Explore new business opportunities / Protect existing business and build Pipeline

▪ Monitor sales volumes, revenue and costs against forecasts and build in contingencies

▪ Use key sales tools & Salesforce to monitor metric performances and apply strong corrective actions where / if applicable

▪ Adapt procedures or re-allocate commercial resources to improve performance

2 – Customer Insights

▪ Stay up to date and aligned with customer buying preferences and align your resources and solutions accordingly

▪ Conduct client insight research to ensure Swissport’s current and future opportunities align with customers key imperatives

▪ Apply industry and customer knowledge to improve relationships and create opportunities by aligning their needs and pain points with Swissport capabilities

3 – Deal Shaping & Negotiations

▪ Manage and process customer deals in ways that compliment the aspirations of Swissport regarding revenue, profit and general terms, whilst balancing this out with the needs of the customer

▪ Effectively drive any deal that originates within your region & create strong alignment with other regions where applicable, allowing for high quality and timelydelivery

▪ Ensure new business is profitable by implementing appropriate control mechanisms

▪ Use the best suited negotiation approach to close a deal

▪ Lead client negotiation sessions that persuade stakeholders to resolve key contract issues, such as price increases

▪ Manage and lead tender processes

▪ Collaborate and coordinate input and approval from internal departments to ensure profitability development

4– Sales Fundamentals & Tools

▪ Be aware of policies related to pricing, yield improvement, contract terms, conditions and negotiation

▪ Maximize account potential by delivering to the needs of our customer and continuously improve our competitive position on account opportunities

▪ Use key sales tools and Salesforce to monitor pipeline performance and manage new and existing business in line with Swissport compliance and governance policies

5– Sales Leadership

▪ Regularly provide constructive feedback on sales approach, competences, win strategy, deal structure and guidance on internal processes

▪ Coach sales teams on technical aspects of pricing, negotiation and customer service to achieve high customer retention, high business acquisitions, achieving sales targets

KPIS

• Rate/Price Renegotiation
• Keeping Existing Business
• Winning New Business
• Team Success

Your next step

If you are looking for this key position at a growing and changing international group that is headquartered in Zurich, we invite you to apply. When you do, please send your resume in English via the Apply button.

Equal Employment Opportunity Statement

Swissport as an equal opportunity employer bases its hiring decisions on the business need and the best qualified candidates available and does not discriminate in its employment decisions based on any protected category.

Candidates who are offered employment may be subject to a criminal record and other background checks as permitted or required by company policy or applicable law.