Director, Account Management
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Key skills for this role
About the Role
Panasonic Avionics Corporation is seeking a Director of Account Management to develop and implement sales and marketing strategy for the region. You will lead the Account Management team, manage P&L, drive sales growth, and act as lead account for high-profile customers.
Key Skills for This Role
Responsibilities
- Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy
- Direct Account strategy and consequent plans and actions
- Set directions for Account development plan
- Develop regional plans and participate in strategic and tactical planning
- Implement Customer Success strategy by leading Quarterly Executive Business Review meetings with key accounts
- Responsible for region sales Profit & Loss
- Establish and responsible for hitting sales growth and profit targets for the region
- Manage the Account team by setting KPIs, process and discipline
- Act as lead Account for high profile, high complexity customers
- Hire, lead, train, motivate, appraise performance, and develop Account Managers in assigned region
Requirements
- Bachelor's or Equivalent University Degree in Business, Sales or Marketing or technical degree in related field preferred
- 12+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry
- 5 years management experience
- Comprehensive knowledge of system architecture(s) and individual LRUs
- Familiar with the overall airlines and aviation markets
- Solid experience in dealing with airlines, especially having a good rapport and network with major airlines
- Excellent command of written and spoken English
- Proven leadership of account management team
Full Job Posting
Overview
- Who We Are: Panasonic Avionics Corporation is #1 in the industry for delivering inflight products such as movies, games, WiFi, and now Bluetooth headphone connectivity.
- Job Summary: Develop and implement a comprehensive sales and marketing strategy that maximizes opportunities across all products and product lines. Directs Account Management team to meet company objectives and Profit & Loss goals for total customer satisfaction.
Responsibilities
- Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy.
- Direct Account strategy and consequent plans and actions.
- Set directions for Account development plan
- Develop regional plans and participate in strategic and tactical planning.
- Implement Customer Success strategy by leading Quarterly Executive Business Review meetings with key accounts and also guide the team to lead RCSM (Regional Customer Success Meeting)
- Responsible for region sales Profit & Loss.
- Establish and responsible for hitting sales growth and profit targets for the region.
- Drive cross regional and functional improvement.
- Manage the Account team by setting KPIs, process and discipline to ensure the Accounts are in good conditions from Contract execution, revenue recognition, account receivables, on time purchase orders and management of the contract commitment.
- Ensure the Account team are forecasting the business opportunities correct through Salesforce or ServiceNow.
- Act as lead Account for high profile, high complexity customers. Capable of handling certain key/critical accounts personally.
- Hire, lead, train, motivate, appraise performance, and develop Account Managers in assigned region.
Qualifications
- Bachelors or Equivalent University Degree in Business, Sales or Marketing or technical degree in related field preferred
- 12+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry
- 5 years management experience.
- Comprehensive knowledge of system architecture(s) and, where possible, individual LRUs. Firm grasp of dependencies, commercial options, and issues associated with functionality, system, and LRU choices.
- Familiar with the overall airlines and aviation markets.
- Solid experience in dealing with airlines, especially having a good rapport and network with the major airlines (i.e. with ready contacts within the major airlines’ procurement, engineering, marketing/product and/or relevant departments) will be an added bonus.
- Possess a good network and understanding of the aviation product distribution/management system in regional airlines and aviation market.
- Proven track record in managing Profit/Loss and business strategies/plans for sales operations in region.
- Excellent command of written and spoken English.
- Excellent written and verbal communication skills as well as negotiation, persuasion and presentation skills.
- Ability to drive cross regional and functional improvement.
- Proven leadership of account management team.
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