Key Responsibilities

Account Management

• Manage and nurture relationships with large, complex clients, ensuring high levels of satisfaction and retention.
• Develop and maintain strong, long-term relationships with key clients in the aviation industry.
• Serve as the primary point of contact for assigned accounts or region, ensuring their satisfaction and addressing any concerns or issues.
• Conduct regular business reviews with clients to identify opportunities for upselling, cross-selling, and enhancing the customer experience.
• Understand client needs and advocate for them within the company, ensuring alignment with product offerings and solutions.
• Drive the implementation of personalized ABM campaigns, ensuring alignment with customer expectations.

Customer Growth and Development

• Identify and cultivate opportunities for business expansion within existing accounts, focusing on delivering value through additional products or services and increasing wallet share.
• Collaborate with the product development and sales teams to align solutions with client requirements and industry trends.
• Collaborate with the Services team to promote CAEs Service offerings.
• Conduct market research to understand client pain points and emerging needs, ensuring the company remains competitive and customer centric.

Strategic Planning and Execution

• Develop and execute strategic account plans that align with the company's overall business objectives.
• Work closely with the product development and delivery teams to ensure customer success and satisfaction with implemented solutions.
• Participate in client presentations and business meetings to deliver proposals and solutions that drive long-term growth and success.
• Collaborate with sales & customer success teams to develop and execute AB strategies tailored to high value accounts.

Customer Relationship Management (CRM)

• Leverage CRM systems and analytic platforms to track client interactions, manage opportunities, identify trends, and document key customer information.
• Monitor account performance metrics and customer feedback and use it to inform future strategies and product improvements.
• Analyze account performance and identify areas for improvement, using data-driven insights to refine approaches and drive results.
• Provide regular updates on ABM campaign performance, revenue growth, and customer engagement metrics.

Key Competencies

Customer Relationship Management

• Demonstrated ability to build and maintain strong, trusted relationships with key stakeholders, including clients, industry influencers, and decision-makers.
• Skilled at fostering long-term partnerships through consistent communication, reliability, and delivering value.
• Skilled at navigating complex organizational structures and understanding the specific needs of large-scale customers and ensuring long-term partnership success.

Aviation Industry Expertise

• Strong understanding of the aviation sector, including industry trends, regulatory requirements, and the competitive landscape.
• Ability to position the company’s products and solutions effectively to address client needs and challenges within the aviation industry.

Analytical and Strategic Thinking

• Demonstrated experience in developing strategic account plans.
• Capable of analyzing account performance and market trends to identify opportunities for growth and areas of improvement.
• Strong problem-solving skills to address customer pain points and find effective solutions.
• Strong understanding of ABM principles, sales cycles, and customer journey mapping.
• Ability to analyze and interpret data to drive decision-making.

Communication and Presentation

• Excellent verbal and written communication skills, with the ability to convey complex technical information clearly to clients.
• Adept at delivering presentations and proposals that are compelling and tailored to client needs.

Results-Orientation

• Proven ability at driving significant revenue growth.
• Target-driven and focused on achieving measurable results, with a strong commitment to exceeding client expectations.
• Ability to work independently while remaining focused on customer-centric goals and business outcomes.

Relationship Management, Brand Advocacy, Collaboration and Teamwork

• Demonstrates the ability to build and maintain strong, positive relationships with both internal stakeholders and external clients.
• Skilled in fostering collaboration across teams to ensure alignment with client goals while promoting the company’s values and reputation.
• Lead training sessions for internal teams on ABM strategies and best ractices.
• Acts as a trusted advisor to clients, consistently delivering value and enhancing the company’s brand through exemplary service, strategic insights, and a client-centric approach.
• Capable of representing the brand (and own personal brand) positively in all interactions, contributing to long-term client loyalty and advocacy.
• Demonstrated experience in leading cross-functional teams to deliver tailored solutions.
• Collaborate effectively with cross-functional teams, including product development, finance, and customer success, to deliver a seamless and exceptional customer experience.
• Contribute to the broader strategic goals of the company by ensuring account strategies align with overall business objectives.
• Represent the company at industry events, webinars, and client workshops.

Qualifications

• Bachelor's degree or MBA preferred.
• Proven track record in account management, preferably within the B2B SaaS and aviation industries.
• Strong understanding of the aviation industry, including airlines, airports, and aviation service providers.
• Excellent communication, negotiation, and presentation skills.
• Experience using CRM tools to manage client relationships and sales opportunities.