Regional Sales & Account Manager

Roles & Responsibilities

Job Description SummaryWe are seeking an experienced Sales & Account Manager to join our CA - Airports team, focused on the Philippines market. The successful candidate will be responsible for generating new business opportunities and driving up-sells, add-ons and cross-sells for their designated accounts, as well as supporting new business opportunities in the APAC region from time to time. This key role will drive business development for the Philippines reporting to the Head of Sales, APAC.

We are seeking an experienced Sales & Account Manager to represent Collins Aerospace, drive positive change, manage customer relationships, attend industry conferences and workshops as required, and follow through on assignments with minimal supervision. The role is to develop, coordinate and implement a strategic Account plan designed to capture new opportunities and grow the existing business. This will require an ambitious self-starter with best-in-class organizational, interpersonal, and communication skills.

The person will develop and execute a strategy for profitable growth through finding new potential opportunities within new clients by building and maintaining key relationships within the client. You will research, prospect and create a pipeline of targeted potential opportunities.

You are a collaborative new business producer who enjoys a high level of self-autonomy and driving personal results. You can identify opportunities others can’t and seize them across long sales cycles.

You have a strong technical aptitude, ideally with experience in the Airports’ passenger processing and operations management space, and can sell complex solutions to meet current and future unmet needs.

You are comfortable negotiating at all levels, be that with senior Aviation, Airport and / or Government stakeholders as well as with internal supporting teams to obtain buy-in. You must be a strong negotiator and influencer both to external and internal stakeholders, working in a collaborative manner to achieve mutual success for the organization and for our customers.

Maintain awareness of developments in the aviation market which will impact the business both technically and commercially through media awareness, conference attendance and personal contacts. This will then support the company in making continual improvements to its products, services and general business, by ensuring feedback from clients and the wider market is fed back to the appropriate internal teams.

• JustificationJustificationApproved by Nate

Collective Agreement Details

Job DescriptionJob Description Job Responsibilities :

Serve as the Single Point of Contact for Airport and Airline commercial related queries

Work collaboratively with the Collins’ Site Manager(s) at the respective Airports in the Philippines and other assigned regions to maintain strong business relationships with existing customers

Attend Customer Meetings, either virtually or in-person.

Identify, qualify and maximize new business opportunities for Collins’ solutions and services within designated accounts and where deemed appropriate, work with the wider Sales team across different Business Units to develop and close such opportunities.

Connect with and build rapport with key decision makers (C- and D-level) within the Airport and Airline community and lead all business development and sales efforts.

Build and maintain strong and properly qualified pipeline of sales opportunities in Salesforce.

Develop a strategic capture plan for winning business by building strong executive and operational level relationships and understanding their needs.

Collaborate with cross-functional teams to meet client needs and drive sales growth.

Develop and deliver presentations, product demonstrations, reports, market information, competitor information, and customer feedback.

Maintain accurate and timely records of sales activities and customer interactions in Salesforce.

Strategically position product offerings to maximize revenue.

Responds to proposal / tender requests from customers and develops proposals in conjunction with Business Units, Bid & Proposal, Legal, Global Trade and other key internal stakeholders, for presentation to customers.

Performs forecasting for respective channel, customer group, or territory.

Performs presentations to internal stakeholders and management on Account plans. Basic Qualifications :

Minimum of 5 years’ relevant experience working in the aviation industry (ideally with Airports or Airlines), selling technology solutions and services. Preferred Qualifications :

Familiarity with Philippine aviation market and established stakeholder network is a plus.

Demonstrable relevant and successful sales experience within IT and Aviation Industry, ideally familiar with Airports and Airline operating environments and business models.

Experienced to function effectively in an international environment

Extensive sales and account management related experience with a track record of successful performance.

Professional communication and presentation skills

Actively listens and understands customers' strategic plans

Experience in building account plans and engaging at the senior management level, up-to C-Suite

Proficient in English and Tagalog.

Ability to travel at least 20-30% of the time, mostly within the APAC region.

Tell employers what skills you have

Account Management

Forecasting

Aviation

Customer Relationships

Aerospace

Operations Management

Aviation Industry

Technology Solutions

Channel

Selling

Strategy

Communication Skills

Accounting Standards

Presentation Skills

Business Development

Tagalog