Account Manager

Our vision is to be the worldwide partner of choice in civil aviation, defence and security, and healthcare by revolutionizing our customers’ training and critical operations with digitally immersive solutions to elevate safety, efficiency, and readiness. 

In a class of its own, our mission is to lead at the frontier of digital immersion with high-tech training and operational support solutions to make the world a safer place. 

CAE Flight Operations Solutions is an industry-leading digital platform trusted by the world’s top airlines and business aviation companies to optimize their operations. Every year, more than 50 million flights and over 200,000 crew members are supported by CAE's flight operations software backed by a global team and unparalleled expertise. 

We offer a comprehensive portfolio of products and a digital ecosystem across key operational areas spanning crew, flight, movement, airport, on-board catering, and cost management. CAE's customizable end-to-end solution improves decision-making by harnessing the power of integrated data and advanced technologies to improve operational performance, profitability, employee satisfaction and passenger experience. 

CAE Flight Operations equips aviation professionals with the data needed to make informed decisions and take control of critical tasks.  

Job Purpose 

Your primary responsibility will be to effectively drive the revenue growth, maintain strong client relationships, and ensure that clients derive the maximum benefit from our Flight Service solutions through a mix of sales acumen, industry knowledge, relationship-building skills, and strategic thinking.  

Principal Accountabilities 

Relationship Management 

• Client Relationships: Build and maintain strong relationships with key stakeholders, including airlines, airports, and other aviation-related businesses. 

• Customer Satisfaction: Ensure high levels of customer satisfaction by addressing client needs, resolving issues, and providing ongoing support. 

• Account Management:  Manage a portfolio of accounts, ensuring each client receives value from the solutions and remains engaged. 

Sales and Business Development 

• Customer Acquisition: Identify and target potential clients within the region and develop strategies to attract and onboard new customers. 

• Sales Strategy: Develop and execute a sales plan that aligns with the company’s goals, focusing on both short-term and long-term objectives. 

• Revenue Growth: Meet or exceed sales targets and revenue goals by selling SaaS solutions to aviation clients. 

• Market Research: Analyse market trends, competitor activities, and customer needs to identify new business opportunities. 

Product and Service Expertise 

• Product Knowledge: Develop an in-depth understanding of the products offered, including features, benefits, and use cases specific to the aviation industry. 

• Solution Selling: Utilize a consultative selling approach to demonstrate how the solutions can solve specific problems and add value to the client’s operations. 

• Training and Onboarding: Assist clients in the onboarding process, providing training and guidance to ensure successful implementation and adoption of the software. 

Strategic Planning and Execution 

• Regional Strategy: Develop and implement a strategic plan for the region, aligning it with the overall company strategy and goals. 

• Performance Metrics: Monitor and analyse key performance indicators (KPIs) to track progress and make data-driven decisions. 

• Budget Management: Manage regional sales budgets, ensuring efficient allocation of resources to achieve sales targets. 

Collaboration and Communication 

• Cross-functional Collaboration: Work closely with other departments, such as product development, marketing, and customer support, to ensure a cohesive approach to client management and service delivery. 

• Reporting: Provide regular reports on sales activities, pipeline status, and revenue forecasts to senior management. 

• Feedback Loop: Gather client feedback and communicate it to the product development team to help improve and refine the solutions. 

Compliance and Ethics 

• Regulatory Compliance: Ensure all sales activities comply with relevant aviation regulations and industry standards. 

• Ethical Conduct: Maintain the highest standards of ethical behaviour and integrity in all business dealings. 

To carry out any reasonable duties that may be deemed fit and necessary by your manager and the business to carry out your role. 

Your individual Talent Compass and Individual Development Plan will have specific, and time bound, key result areas and an individual performance plan will supplement these key result areas. 

ESSENTIAL 

Account Management Experience 

• Extensive experience (5+ years) in Account Management, preferably within the aviation industry or a related field. 

• Demonstrated success in managing key accounts and achieving sales targets. 

Strategic Sales Planning 

• Experience in developing and implementing successful sales strategies. 

• Ability to create and execute strategic sales plans to drive business growth. 

Client Relationship Management 

• Experience in maintaining strong relationships with key clients and stakeholders. 

• Proven track record of delivering excellent customer service and achieving high customer satisfaction. 

Project Management 

• Experience in managing projects, including coordinating resources, timelines, and deliverables. 

• Ability to handle multiple accounts and projects simultaneously. 

Negotiation and Closing 

• Experience in negotiating contracts and closing deals with clients. 

• Strong negotiation skills to reach mutually beneficial agreements. 

Cross-Functional Collaboration 

• Experience working closely with other departments such as marketing, product development, product delivery, and customer service. 

Adaptability & Problem-Solving 

• Experience in adapting strategies to changing market condition, customer needs, and company goals. 

• Strong problem-solving skills and the ability to develop innovative solutions to client challenges. 

• Willingness to travel and adjust to different regional market dynamics. 

• Experience in managing accounts and relationships remotely, utilizing digital communication tools effectively. 

DESIRABLE 

• At least 3 years’ experience in selling crew management solutions in the aviation industry. 

• Previous experience working within the aviation industry, such as with airlines, airports, or aviation service providers. 

• Understanding of the operational and business processes within the aviation sector. 

• Fluent (written and verbal) in a second language. 

• Experience in complex analytics software/AI/algorithms for planning, scheduling, constraints theory.