Account Manager

SITA

About the Role & Team

The Account Manager is responsible for driving profitable growth by identifying, pursuing, and closing business opportunities within customers. This role serves as the ultimate owner of the customer relationship, acting as a trusted advisor and ensuring long-term partnership, customer satisfaction, and sustainable revenue growth.

WHAT YOU WILL DO:

Sales & Business Growth

• Drive all sales activities in line with short- and long-term business objectives.
• Identify, develop, and implement growth strategies in collaboration with relevant stakeholders.
• Build and maintain a strong sales pipeline in close collaboration with Marketing for demand generation.
• Ensure qualified marketing leads are converted into sales-accepted leads to support pipeline growth.
• Maintain accurate and up-to-date sales forecasts.
• Obtain required business approvals, including presenting at BAB where applicable.

Account Management & Customer Relationship

• Own and manage customer accounts with full commercial accountability.
• Build and maintain strong client relationships; act as a trusted advisor and consultant.
• Ensure customer loyalty and deliver the highest level of customer satisfaction.
• Develop and execute comprehensive Account Development Plans, ensuring:
• Clear alignment on priorities
• Identification and activation of all growth opportunities
• Effective collaboration and resource alignment
• Gain a deep understanding of customer business needs to identify opportunities for continued business development.
• Provide unique and insightful perspectives during customer engagements, aligning insights with customer priorities.
• Facilitate stakeholder conversations and proactively manage purchase decisions to shorten the sales cycle.
• Maintain clear visibility over all commercial delivery and operational aspects of accounts.

Collaboration & Cross-Functional Leadership

• Work closely with virtual teams across Business Development, Solution Design, Commercial Management, Bid Management, and Pricing.
• Effectively delegate and allocate work to ensure alignment and engagement.
• Coach and support team members to foster growth and high performance.
• Identify and plan required resources from other functions to support account objectives.

Commercial & Operational Excellence

• Ensure all customer requests are addressed and services are delivered according to agreed schedules.
• Drive resolution of issues through relevant process owners.
• Ensure full compliance across all internal and external business dimensions.
• Support cash collection activities by resolving commercial issues that may impact payment.

Market & Industry Awareness

• Understand and communicate macro- and microeconomic trends internally to support business adaptation.
• Share relevant market and economic insights externally to uncover new opportunities.
• Maintain awareness of competitor offerings, strengths, and weaknesses.