Director, Account Management

Who We Are

Job Summary

• Regional Account Management Strategy

• + Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy.
• + Direct Account strategy and consequent plans and actions.
• + Set directions for Account development plan
• + Develop regional plans and participate in strategic and tactical planning.
• + Implement Customer Success strategy by leading Quarterly Executive Business Review meetings with key accounts and also guide the team to lead RCSM (Regional Customer Success Meeting)
• Process
• + Responsible for region sales Profit & Loss.
• + Establish and responsible for hitting sales growth and profit targets for the region.
• + Drive cross-regional and functional improvement.
• + Manage the Account team by setting KPIs, process and discipline to ensure the Accounts are in good conditions from Contract execution, revenue recognition, account receivables, on-time purchase orders and management of the contract commitment.
• + Ensure the Account team are forecasting the business opportunities correct through Salesforce or ServiceNow.
• Organization
• + Act as lead Account for high profile, high complexity customers.
• Capable of handling certain key/critical accounts personally.
• Managerial
• + Manages through subordinate managers.
• + Hire, lead, train, motivate, appraise performance, and develop Account Managers in assigned region.

Qualifications

• Bachelors or Equivalent University Degree in Business, Sales or Marketing or technical degree in related field preferred
• 12+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry
• 5 years management experience.
• Comprehensive knowledge of system architecture(s) and, where possible, individual LRUs. Firm grasp of dependencies, commercial options, and issues associated with functionality, system, and LRU choices. Comprehensive knowledge of GUI options, application functionality, and associated commercial and technical implications for choices.
• Familiar with the overall airlines and aviation markets.
• Solid experience in dealing with airlines, especially having a good rapport and network with the major airlines (i.e. with ready contacts within the major airlines’ procurement, engineering, marketing/product and/or relevant departments) will be an added bonus.
• Possess a good network and understanding of the aviation product distribution/management system in regional airlines and aviation market.
• Proven track record in managing Profit/Loss and business strategies/plans for sales operations in region.
• Excellent command of written and spoken English.
• Excellent written and verbal communication skills as well as negotiation, persuasion and presentation skills.
• Ability to drive cross regional and functional improvement.
• Proven leadership of account management team.
• Proven ability to set business direction and create effective Marketing and Account Management plans.
• Proven successful and seasoned direct sales skills, across large, complex accounts.
• Comprehensive commercial understanding of customer issues, and visionary in terms of how Panasonic can create a compelling value proposition to address these issues.
• Experience in successful team building and motivation; strong leadership skills.
• Possesses highly advanced analytical capabilities to assess strategic business and product placement issues.
• Expert ability to organize and implement department objectives.
• Proven experience with problem-solving, decision-making, and multi-tasking to response to inquiries or complaints from customers in a professional and timely manner.
• Seasoned ability to develop and maintain excellent working relationships with customers and internal company departments in order to effectively address customer needs.
• Possess exceptional business acumen with in-depth knowledge of budgeting, planning, forecasting, pricing and estimating.

Our Principles

What We Offer