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11 days ago
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Account Manager


Universal Aviation
Location: Farnborough, London Stansted Airport
Job type: Permanent
Contact: Recruitment
Sector: Sales & Purchasing
Job Role: Customer Service Jobs, Sales Jobs
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Since 1959, Universal Weather and Aviation, Inc. (Universal®), the pioneer of international flight support services for corporate aviation, has been arranging, coordinating and providing complete services in support of a trip for corporate aviation operators worldwide. Services include International Trip Planning, a global network of business aviation ground handling companies, the UVair card global fuel program and a range of exciting technology solutions to support our customers run successful trips.

Universal employs over 1700 people and has offices in over 20 countries throughout the world supporting clients that represent organisations that rely on corporate and private aircraft. 

General Responsibilities:

Our UK office currently has an opening for a Account Manager – Europe, Middle East & Africa, whose primary responsibility, is to develop a sales pipeline to support future sales and business planning in association with assigned clients and portfolio team. Additionally, they manage the day-to-day account management process; coordinates account meetings and service support resources with assigned accounts. Develops and maintains a sales pipeline to support future forecasting, retention and business planning for assigned clients through an account plan targeting specific opportunities for each account.  Provides sales and executive management staff with account updates, sales forecasts and applicable research. Provides direction and works cross-functionally with regional account manager, new business development, service delivery team and portfolio team to meet client’s expectations. Has responsibility for introducing new UWA products and services to assigned platinum and gold account base. Represents Universal Weather and Aviation in a manner consistent with Universal’s Corporate Vision; includes being consultative with clients, projecting a positive corporate image, having general passion for our clients’ success, and maintaining communications in a cooperative and professional manner with all team members and clients.

Principal Duties:

  • Develop, analyze and execute Account plans for assigned Platinum and Gold customers. Identify, qualify and execute up-sell / cross-sell opportunities within existing assigned client base; follow sales process from start to finish including analyzing client’s business needs (conducting research); monitoring account; gathering pertinent information; conducting demonstrations and creating proposals.
    • Manage all aspects of the customer experience by partnering internal resources to exceed customer expectations.
    • Take ownership of on-boarding process from sales and integrate new client to team.
    • Manage Platinum and Gold accounts through service delivery reviews and profile management and grow the client relationship by regularly contacting customers via phone, in person, and/or tradeshows. 
    • Report on all CRM and sales activities via reports in our CRM system, maintenance of client information in the sales database, weekly status reports, regular meeting with Reporting Manager; based on these calls, report any findings about market or industry conditions; feedback on Universal products and services and any concerns that may affect sales and client retention.
    • Become familiar with competitors’ products in the course of day-to-day duties and with reports from marketing to be aware of any progress or changes of competitors’ products or strategies.  Share market intelligence from day-to-day duties with Marketing through established tools, and use the collective intelligence to enhance decision-making in day-to-day duties and responsibilities.
    • Represent company at assigned trade shows and events designed to maintain and enhance current relationships; participate in and help manage Universal sponsored events.
    • Meet goals for customer retention (95% of Platinum and Gold clients) and customer loyalty index including close-the-loop process in alignment with the NPS goals and process ownership of their reporting manager.
    • Manage Net Promoter Score (NPS) reports and contact any client the score of 7 or below to determine issues that contributed to score.
    • Work with Portfolio Team Manager and Client Relations to drive continuous improvement of processes while acting as the client advocate.
    • Collaborate with Territory Account Manager and Portfolio Team Manager on issues effecting assigned clients; develops lessons learned and shares information with assigned team.
    • Review Daily Trip Support Services operational report and action or follow-up on any issues with active trips.
    • Perform a post trip follow-up by contacting client 2-3 days after completion of trip to get feedback 

Knowledge and Skills Required:

  • 5-7 years’ experience in a large account prospecting/selling environment required.  Experience in aviation preferred.
  • Must demonstrate a willingness to continuously improve sales and the customer experience
  • Must be highly organized, detail orientated and be able to multi-task and prioritize cross-functional duties.
  • Must demonstrate a high energy level, a positive attitude and a willingness to work cross-functionally with others.
  • Proven track record of quota attainment
  • Strong written and verbal skills (for internal as well as external use). Must be fluent in English.
  • Experience selling aviation services is a plus
  • Computer proficiency required in Microsoft Office Products including Outlook, Excel, Power Point.  Must be able to update Sales  database on a regular basis.
  • Exhibit positive teamwork, loyalty to the Company and co-workers; exhibit a confident and professional manner at all times
  • Must be able to negotiate and readily make decisions that align with sales targets, pricing strategies and customer segment.   
  • Must have cultural understanding and empathy for how business is conducted.

Please note:  Due to the number of applications anticipated if you have not received a response by the end  of October 2016, your application has not been successful                                                      

Closing date:  10th October 2016

 

Since 1959, Universal Weather and Aviation, Inc. (Universal®), the pioneer of international flight support services for corporate aviation, has been arranging, coordinating and providing complete services in support of a trip for corporate aviation operators worldwide. Services include International Trip Planning, a global network of business aviation ground handling companies, the UVair card global fuel program and a range of exciting technology solutions to support our customers run successful trips.

Universal employs over 1700 people and has offices in over 20 countries throughout the world supporting clients that represent organisations that rely on corporate and private aircraft. 

General Responsibilities:

Our UK office currently has an opening for a Account Manager – Europe, Middle East & Africa, whose primary responsibility, is to develop a sales pipeline to support future sales and business planning in association with assigned clients and portfolio team. Additionally, they manage the day-to-day account management process; coordinates account meetings and service support resources with assigned accounts. Develops and maintains a sales pipeline to support future forecasting, retention and business planning for assigned clients through an account plan targeting specific opportunities for each account.  Provides sales and executive management staff with account updates, sales forecasts and applicable research. Provides direction and works cross-functionally with regional account manager, new business development, service delivery team and portfolio team to meet client’s expectations. Has responsibility for introducing new UWA products and services to assigned platinum and gold account base. Represents Universal Weather and Aviation in a manner consistent with Universal’s Corporate Vision; includes being consultative with clients, projecting a positive corporate image, having general passion for our clients’ success, and maintaining communications in a cooperative and professional manner with all team members and clients.

Principal Duties:

  • Develop, analyze and execute Account plans for assigned Platinum and Gold customers. Identify, qualify and execute up-sell / cross-sell opportunities within existing assigned client base; follow sales process from start to finish including analyzing client’s business needs (conducting research); monitoring account; gathering pertinent information; conducting demonstrations and creating proposals.
    • Manage all aspects of the customer experience by partnering internal resources to exceed customer expectations.
    • Take ownership of on-boarding process from sales and integrate new client to team.
    • Manage Platinum and Gold accounts through service delivery reviews and profile management and grow the client relationship by regularly contacting customers via phone, in person, and/or tradeshows. 
    • Report on all CRM and sales activities via reports in our CRM system, maintenance of client information in the sales database, weekly status reports, regular meeting with Reporting Manager; based on these calls, report any findings about market or industry conditions; feedback on Universal products and services and any concerns that may affect sales and client retention.
    • Become familiar with competitors’ products in the course of day-to-day duties and with reports from marketing to be aware of any progress or changes of competitors’ products or strategies.  Share market intelligence from day-to-day duties with Marketing through established tools, and use the collective intelligence to enhance decision-making in day-to-day duties and responsibilities.
    • Represent company at assigned trade shows and events designed to maintain and enhance current relationships; participate in and help manage Universal sponsored events.
    • Meet goals for customer retention (95% of Platinum and Gold clients) and customer loyalty index including close-the-loop process in alignment with the NPS goals and process ownership of their reporting manager.
    • Manage Net Promoter Score (NPS) reports and contact any client the score of 7 or below to determine issues that contributed to score.
    • Work with Portfolio Team Manager and Client Relations to drive continuous improvement of processes while acting as the client advocate.
    • Collaborate with Territory Account Manager and Portfolio Team Manager on issues effecting assigned clients; develops lessons learned and shares information with assigned team.
    • Review Daily Trip Support Services operational report and action or follow-up on any issues with active trips.
    • Perform a post trip follow-up by contacting client 2-3 days after completion of trip to get feedback 

Knowledge and Skills Required:

  • 5-7 years’ experience in a large account prospecting/selling environment required.  Experience in aviation preferred.
  • Must demonstrate a willingness to continuously improve sales and the customer experience
  • Must be highly organized, detail orientated and be able to multi-task and prioritize cross-functional duties.
  • Must demonstrate a high energy level, a positive attitude and a willingness to work cross-functionally with others.
  • Proven track record of quota attainment
  • Strong written and verbal skills (for internal as well as external use). Must be fluent in English.
  • Experience selling aviation services is a plus
  • Computer proficiency required in Microsoft Office Products including Outlook, Excel, Power Point.  Must be able to update Sales  database on a regular basis.
  • Exhibit positive teamwork, loyalty to the Company and co-workers; exhibit a confident and professional manner at all times
  • Must be able to negotiate and readily make decisions that align with sales targets, pricing strategies and customer segment.   
  • Must have cultural understanding and empathy for how business is conducted.

Please note:  Due to the number of applications anticipated if you have not received a response by the end  of October 2016, your application has not been successful                                                      

Closing date:  10th October 2016

 


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