Account Representative

Location: Brussels , Brussels
Language(s): Only English Required
24 Nov 2020


ABOUT US Welcome to SITA... We lead one of the most exciting and advanced industries on earth. Around the world, nearly every passenger flight relies on SITA technology, almost every airport and airline does business with us, and it’s our job to support their operations. As the world''s leading air transport IT and communications specialist, we’re committed to meeting the demands of the air transport industry around the clock, every day.Our Vision Easy air travel every step of the way WHY SHOULD YOU BE INTERESTED? With us there are no limits for people looking to explore the edges of possibility and beyond. Together, we Go.Far.Challenge: Our people take on some of the biggest challenges in our industry. They aren''t afraid to think bigger, work harder and deliver smarter solutions that are continuously transforming air travel.Opportunity: Taking on these challenges opens up a world of opportunities for our people. We make sure they have the chance to develop their skills, explore new horizons and grow their careers on a global scale.At SITA we believe that creating and nurturing an inclusive culture is about who we are as an organization, and as an employer. Diversity is more than a target to us, it’s a key part out of our collective identity and values The Role The Account Representative - Inside Sales is accountable for driving SITA''s profitable growth by identifying, pursuing and closing business opportunities for Tier 4 and 5 customers. Your role will involve:
  • Drive all sales activities as per short- and long-term objectives; own and manage Tier 4 and 5 accounts up to 10 Tier 4 clients;
  • Collaborate and support the (virtual) team involved in account management to ensure sustainable and profitable growth;
  • Manage and build relationships with clients; become the trusted advisor/consultant for them; ensure customer loyalty and highest level of customer satisfaction;
  • Gain deep understanding of the customer''s business needs and use this to identify opportunities and plan for the continued development of SITA''s business;
  • Create opportunities to provide a unique perspective during conversations; align unique insights to customer priorities and reframe the way customers view their business;
  • Build sales pipeline for future growth with close collaboration with Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth; ensure sales forecasts are accurate and up-to-date;
  • Ensure all customer requests are dealt with and services delivered as per agreed schedule;
  • Drive two-way communication; engage the customer by deliberately linking their business priorities to SITA''s value proposition;
  • Leverage individual value drivers; understand and influence of customer stakeholders; facilitate conversation between stakeholders;
  • Communicate key economic drivers macro- and microeconomic trends internally to increase awareness and adopt to new situations also externally to clients to address potential new business opportunities;
  • Maintain clear visibility of the status of all commercial delivery and operational aspects of the account and drive the resolution of issues through the relevant process owners;
  • Ensure full compliance in all internal and external dimensions of the business;
  • Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment.
  • Qualifications

    We would like it if you have the below qualifications, knowledge and experiences:
  • Academics qualifications or equivalent business professional experience.
  • Fluency in English is essential;
  • Knowledge of a Nordic language (Swedish, Norwegian, Finnish, Danish) to a mother tongue level is essential;
  • Good understanding of IT B2B business and aviation industry;
  • Solid sales skills; strong negotiation and consultation skills;
  • Familiar with the key metrics and drivers of value creation for ATI;
  • Familiar with business realities within the geography/sector he/she is responsible for;
  • Good level of knowledge of the client''s business needs and how to create a winning value proposition;
  • Good understanding of competitors'' business models offering strengths and weaknesses;
  • Solid skills in account development planning and management methodology;
  • Solid financial and commercial knowledge and acumen;
  • Standard understanding of contract structure and legal environment.
  • 3+ years experience in sales function; preferably within ATI or IT sector;
  • Experience in building client relationships at Managerial level;
  • Achieving or exceeding sales targets;
  • Proven successful experience in business development and pipeline management;
  • Experience in executing account development plans;
  • Positive customer service experience.
  • NEXT STEPS If you apply we will review your fit against the position criteria and feedback to you. If your profile does not meet the criteria, we will retain your profile as an active applicant for future consideration. Thanks for your interest in SITA.#LI-SM1