Key Account Manager

4 days ago

Abu Dhabi, Abu Dhabi, United Arab Emirates The Sanad Group Full time

JOB PURPOSE/SUMMARY:

The Key Account Manager (KAM) is responsible for leading and overseeing the Key Accounts team, ensuring the efficient management and coordination of Engine Shop Visits with both internal and external customers. Depending on the assignment, the role may focus on OEM or Non-OEM accounts.

This role emphasizes building strong customer relationships, managing visit requirements, collaborating with internal teams, providing timely updates, and identifying opportunities for improvement to enhance long-term partnerships. Additionally, the KAM plays a key role in mentoring and coaching the Key Accounts team, equipping them with the skills and knowledge necessary for effective account management.

The KAM also represents the company at industry events, conferences, and trade shows where key accounts are present, engaging with clients and prospects while promoting the company's products and services.

KEY RESPONSIBILITIES AND ACCOUNTABILITIES

  1. Team Supervision and Mentoring
    • Supervise and provide guidance to team members.
    • Offer coaching and mentorship to enhance team members' skills and performance.
    • Share successful strategies, best practices, and lessons learned to equip the team with practical insights and tools for success.
  2. Key Accounts Oversight
    • Manage assigned key accounts, ensuring optimal performance, profitability, retention, and customer satisfaction.
    • Identify upselling opportunities, analyze performance metrics, and implement strategies to enhance account performance and profitability.
    • Develop and execute account growth strategies, including upselling and cross-selling opportunities, ensuring alignment with the company's overall objectives.
    • Proactively address challenges to maintain positive and productive customer relationships.
  3. Coordination and Collaboration
    • Collaborate with internal departments, including Engine Line Operations, Engineering & Operations Support, Engine Planning & Production Control, Logistics, and Supply Chain, to ensure seamless execution of engine shop visits.
  4. Stakeholder and Customer Engagement
    • Conduct regular meetings with internal teams and external customers to ensure effective communication, alignment on goals, and resolution of challenges.
    • Actively engage with stakeholders to gather feedback, manage projects, and address concerns.
    • Establish and maintain strong relationships with key accounts, ensuring a deep understanding of their needs and delivering high levels of customer satisfaction.
  5. Financial Analysis and Reporting
    • Work closely with the Finance department to conduct financial reviews of engine shop visits, analyze costs and revenue, and ensure accurate financial reporting.
    • Provide financial insights related to aviation MRO shop visits, particularly regarding labor and material cost analysis.
  6. Additional Responsibilities
    • Adapt to organizational needs and take on additional duties as required to support the team and company objectives.

QUALIFICATIONS, EXPERIENCE AND COMPETENCIES

Minimum Qualifications:

  • Bachelor's degree in Business Administration, Finance, Economics, or a related discipline.
  • A vocational/technical training certificate or diploma in account management or a related field may be accepted in place of a bachelor's degree, provided the candidate has at least seven (7) years of relevant experience.
  • A valid driver's license is preferred.

Minimum Experience:

  • At least three (3) years of experience managing complex aviation MRO agreements, with a proven track record in a customer-facing role.
  • Around three (3) years of experience in project management.
  • Strong familiarity with engines is an advantage.
  • Minimum of three (3) years of leadership experience, preferably as a firstline manager.

Job Specific Competencies:

  1. Customer Relationship Management: Ability to build and maintain strong relationships with customers and internal stakeholders, ensuring high levels of satisfaction and loyalty.
  2. Communication and Presentation: Excellent written and verbal communication skills, with the ability to convey complex information clearly and concisely.
  3. Emotional Intelligence: High emotional intelligence, enabling effective management of emotions, particularly in challenging situations.
  4. Intercultural Intelligence: Ability to adapt and interact effectively with individuals from diverse cultural backgrounds.
  5. Cross-functional Collaboration: Strong ability to collaborate with various departments to coordinate efforts and deliver value to key accounts.
  6. Strategic Thinking: Capability to think strategically and identify opportunities for growth and improvement in account management processes.
  7. Business Acumen: Understanding of the company's products, industry trends, and competitive landscape to position offerings effectively and drive revenue growth.
  8. MRO Engineering Knowledge: Intermediate knowledge of engine maintenance, repair, and overhaul processes, with expertise in engines being an advantage.
  9. Financial Skills: Basic understanding of financial concepts to analyze financial data and contribute to decision-making regarding aviation MRO shop visits, including labor and material cost analysis.
  10. Problem-Solving and Decision-Making: Ability to analyze complex issues, develop innovative solutions, and enhance operational efficiency.
  11. Proactivity and Results Orientation: Demonstrated initiative and a results-driven mindset to achieve goals effectively.
  12. Adaptability: Flexibility to respond to changing circumstances, client needs, and market conditions.
  13. Coaching and Mentoring: Ability to train, guide, and mentor team members (such as Key Account Leads and Key Account Specialists), sharing best practices to enhance their skills and performance.
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