Sales and Account Manager

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Collins Aerospace is a leading provider of aviation technology solutions and services, dedicated to meeting the needs of our customers around the world. Our innovative products and services help airlines, airports, and other aviation stakeholders achieve greater efficiency, reliability, and safety.

Our Connected Aviation (CA) team provides advanced information management systems, products and services that enable the connected ecosystem by bringing together Collins’ unique breadth of aviation products with our smart digital solutions to help us enhance every aspect of the end-to-end travel experience. We help airlines, airports and business aircraft turn data into value to streamline operations, increase efficiency and reduce cost, enhance the passenger experience and contribute to sustainable flight. By combining the best networks, connectivity and data/analytics solutions, we’re solving big problems for our customers and the world, while enhancing the security and connectivity of systems both on and off the aircraft, to help operators and passengers stay more connected and informed and create a more sustainable, efficient, reliable and enjoyable travel experience. Aviation connects the world. Our Connected Aviation team connects aviation. Sustainably. Seamlessly. Securely.

We are Collins Aerospace, and we hope you join us as we REDEFINE AEROSPACE.

We 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.

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 to maintain strong business relationships with existing customers
• Attend Customer Meetings
• Identify, qualify and maximize new business opportunities for additional 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-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 requests from customers and develops proposals in conjunction with 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 to Airports or Airlines), selling technology solutions and services

Preferred Qualifications:

• Familiarity with Philippine aviation market and established stakeholder network
• Demonstrable relevant and successful sales experience within IT and Aviation Industry, ideally familiar with Airports and Airline operating environments and business models.
• Located in Manila
• 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 for domestic travel within the Philippines.

Seniority level

• Seniority level Mid-Senior level

Employment type

• Employment type Full-time

Job function

• Industries Airlines and Aviation

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