Global Key Account Manager
Remote USA
Airlines and Aviation
Reports to: Senior Manager KAM Governance & Standards
Talento Human Capital has partnered with a high growth company in a fast-moving industry that employs over 14,000 employees. This talented and skilled Global Key Account Manager will lead the development and execution of the commercial strategy for one or several of the company’s largest and most important customers. You will focus on the successful implementation and delivery of agreed customer programs and projects globally, by ensuring that the execution of such services fulfils the customer promise at a country and regional level. Additionally, you will identify, develop, and add new revenue opportunities related to your assigned customer(s), define the “Win-plan” for each proposal, serve as the overall proposal champion and negotiate the required contractual terms and conditions, according to company guidelines and stakeholder approvals.
The ideal candidate should be comfortable developing and maintaining long-term relationships with high-ranking and key staff within the customer’s organization and translate their business requirements into an actionable plan. The goal is to maintain all existing business and accelerate new business growth to achieve long-term success.
Responsibilities:
Account Planning, Sales Forecasting & Management
- Propose, develop & execute new sales plans to ensure the organization’s sales volume and profitability objectives are met.
- Explore new business opportunities / Protect existing business and build Pipeline.
- Monitor sales volumes, revenue and costs against forecasts and build in contingencies.
- Use key sales tools & Salesforce to monitor metric performances and apply strong corrective actions where / if applicable.
Customer Insights
- Conduct client insight research to ensure our current and future opportunities align with customers’ key imperatives.
- Apply industry and customer knowledge to improve relationships and create opportunities by aligning their needs and pain points with our capabilities.
Deal Shaping & Negotiations
- Manage and process customer deals in ways that compliments the aspirations of our organization regarding revenue, profit and general terms, whilst balancing this out with the needs of the customer.
- Effectively drive any deal that originates within your region & create strong alignment with other regions where applicable, allowing for high quality and timely delivery.
- Ensure new business is profitable by implementing appropriate control mechanisms.
- Manage and lead tender processes.
- Collaborate and coordinate input and approval from internal departments to ensure profitability development.
Sales Fundamentals & Tools
- Be aware of policies related to pricing, yield improvement, contract terms, conditions, and negotiation.
- Maximize account potential by delivering to the needs of our customers and continuously improve our competitive position on account opportunities.
- Use key sales tools and Salesforce to monitor pipeline performance and manage new and existing business in line with our compliance and governance policies.
Sales Leadership
- Continuously provide constructive feedback on sales approach, competences, win strategy, deal structure and guidance on internal processes.
- Coach sales teams on technical aspects of pricing, negotiation and customer service to achieve high customer retention, high business acquisitions, achieving sales targets.
- Advise on policies related to pricing, yield improvement, contract negotiation and pipeline development.
About Talento HC:
Talento Human Capital provides talent and organizational solutions enabling businesses to evolve beyond tactical human resources management. Our footprint spans across the U.S., South America, and Asia.
Our organization continues to thrive through our ongoing commitment to building an inclusive and diverse workforce from different backgrounds, perspectives, and skills. Talento Human Capital is an equal opportunity employer, and people are at the center of what we do!
People + Passion + Perseverance = Progress
