Account/Sales Manager – ITC Aviation Industry Czech Republic, Hungary, Austria

SITA
Globally, almost every airport and airline does business with us, and it’s our job to support their operations. As the world's leading air transport IT and communications specialist, we’re committed to meeting the demands of the air transport industry around the clock, every day. With over 4,700 employees in more than 135 countries, there aren’t many other companies that are more global and more diverse.
For more details see: www.sita.aero

Purpose
An Account Manager is currently required to join our Central Europe and Nordics team. As a global single point of accountability for IT and Communication Services to the Aviation Industry in Czech Republic, Hungarian and Austria. Several medium to large clients exists since many years with close relationship to SITA.
To enhance security at Airside borders in the respective countries, by using the world largest installed SITA border security services, business relation to the governance and border police departments will be established.
He/She actively manages all relationships with clients at middle to senior executive level and ensures customer loyalty and satisfaction.
He/She oversees client business development and profitable growth within existing and new services.
He/She will work close together with all SITA Business Units (Airport, Communication, Government- and OnAir Business Services), by coordination along the account team and sales management the development of compelling value propositions for those clients.
He/She will report to the Sales Director Central Europe and Nordics.

Key Responsibilities
- Managing Sales and profitable Growth, achieving or exceeding Sales targets and business in the respective countries.
- Developing and coordinating sales strategy
- Promoting the value and benefits of SITA's Products & Services Portfolio together with appropriate engagement of Solutions Sales Specialists or Solutions Designers
- Prime single point of contact from prospecting to closing projects SITA internal and to the customers.
- Understanding and developing customer's requirements, business environment and strategy ensuring significantly higher revenues, accrued with increased customer satisfaction
- Identifying competition and competitive actions for the assigned accounts and communicate information with Marketing and sales management, taking actions to reinforce SITA's presence

Education & Qualifications
- Academic Qualification or equivalent business experience.

Experience
- 5+ years experience IT or Telco sector / market. Aviation backround strongly preferred.
- Experience in selling complex IT solutions and projects.
- Proven successful experience in Management of complex assigned Accounts is a
- Experience with Air Transport Industry (ATI) will be strongly preferred.
- Sales of complex deals, including financial structuring, negotiations and closing.
- Track record of achieving/exceeding sales targets.
- Revenue Growth and business development.
- Customer service experience when dealing with assigned middle size accounts.
- Client relationship at senior and middle management.
- Experience in facilitating and participating in account development plans.
- Management of multi million contracts value.
- Working with people and coordinating cross-cultural teams.

Knowledge & Skills
- Languages: fluent English speaking and writing, German is a plus
- Knowledgeable of emerging business trends in IT industry (knowledge of ATI strongly preferred)
- Good understanding of Client's business and how offerings complement each other to create a winning value proposition to address client needs
- Good knowledge of Account Plan methodology
- Ability to work with other business areas to identify/qualify opportunities
- Strong knowledge of using sales processes and opportunity management
- Good understanding of major components of financial management
- Good understanding of legal implications and of the structure of client contracts
- Good understanding of Airport and Airline business will be strongly preferred