Key Account Lead – Commercial & Sales

The Sanad Group; Abu Dhabi; On-site; AED 120,000 - 160,000; Full time

Job summary

A leading company in the aviation industry is seeking a Key Account Lead responsible for managing complex customer accounts and mentoring junior account managers. The role involves ensuring customer satisfaction, optimizing performance metrics, and collaborating with internal teams to enhance service delivery during Engine Shop Visits. Applicants should have extensive experience in aviation MRO, account management, and strong interpersonal skills.

Qualifications

• 5 years managing complex aviation MRO agreements.
• 5 years in a customer-facing role.
• 3 years in Project Management.
• 1 year of management experience.

Responsibilities

• Manage and oversee assigned key accounts.
• Identify up-selling opportunities and drive profitability.
• Schedule and conduct weekly meetings with customers.

Skills

Customer Relationship Management

Communication and Presentation

Emotional Intelligence

Intercultural Intelligence

Finance for Non-finance Roles

Strategic Thinking

Problem Solving

Proactivity and Results-Driven Attitude

Coaching or Mentoring

Education

Bachelor's degree in business administration, finance, economics

Vocational or technical training in account management

Job description

1. JOB PURPOSE/SUMMARY:

The Key Account Lead is responsible for effectively managing and coordinating Engine Shop Visits with internal and external customers, ensuring adherence to Sanad Aerotech’s financial long-term targets. The role involves building strong customer relationships, overseeing visit requirements, collaborating with internal teams, providing timely updates, and identifying opportunities for improvement to foster successful long-term partnerships.

The Key Account Lead may oversee a larger and more complex portfolio of customer accounts compared to junior key account managers, including high-value or strategic accounts requiring special attention.

Additionally, they may be tasked with mentoring and coaching junior account managers to develop their skills and knowledge for successful account management.

2. KEY RESPONSIBILITIES AND ACCOUNTABILITIES

1. Account Management

• Manage and oversee assigned key accounts, ensuring their performance, profitability, retention, and customer satisfaction.
• Identify up-selling opportunities, analyze performance metrics, and implement strategies to optimize performance and drive profitability.
• Proactively address issues or challenges with accounts, including managing outstandings as per Sanad procedures, to maintain positive relationships.

3. Coordination and Collaboration

• Collaborate with internal departments such as engineering, operations, logistics, and supply chain to plan and execute Engine Shop Visits effectively.
• Demonstrate excellent coordination and communication skills for seamless planning and execution.

4. Data Management and Communication

• Participate in regular meetings with internal teams and external customers to facilitate communication, share updates, and address challenges.
• Engage with stakeholders to gather feedback, manage projects, and resolve concerns.

5. Customer Meetings

• Schedule and conduct weekly meetings with customers to ensure ongoing communication, assess project milestones, and gather feedback.
• Manage these meetings proactively to maintain strong customer relationships.

6. Financial Analysis

• Collaborate with Finance and Invoicing teams to review financials of engine shop visits, analyze costs and revenues, and ensure accurate reporting.
• Work closely with finance to support financial decision-making and may be accountable for the financial viability of managed shop visits.

7. Additional Duties

• Be adaptable and willing to take on additional responsibilities to support the team and organization.

9. QUALIFICATIONS, EXPERIENCE AND COMPETENCIES

Minimum Qualifications:

• Bachelor’s degree in business administration, finance, economics, or relevant discipline preferred.
• Vocational or technical training in account management with at least 5 years of relevant experience acceptable.
• Driver’s license preferred.

Minimum Experience:

• At least 5 years managing complex aviation MRO agreements with a successful track record.
• At least 5 years in a customer-facing role.
• Approximately 3 years of Project Management experience.
• 1 year of management or supervisory experience.
• Experience with V2500, Trent700, LEAP, and GenX engines is advantageous.

Job Specific Competencies:

1. Customer Relationship Management: Ability to build and maintain strong relationships, ensuring satisfaction and loyalty.
2. Communication and Presentation: Excellent skills in conveying complex information clearly and effectively.
3. Emotional Intelligence: Ability to understand and manage emotions, empathize, and handle challenging situations.
4. Intercultural Intelligence: Effectively interact with individuals from diverse cultural backgrounds.
5. Engine MRO Engineering Know-how: Intermediate understanding of engine maintenance processes, with knowledge of specific engines as an advantage.
6. Finance for Non-finance Roles: Basic financial analysis skills related to labor and material costs.
7. Strategic Thinking: Ability to identify growth opportunities and improve account management processes.
8. Problem Solving: Analyze complex issues and develop effective solutions.
9. Proactivity and Results-Driven Attitude: Initiative-taking and goal-oriented mindset.
10. Coaching or Mentoring: Capable of training and guiding junior account managers, sharing best practices, and providing practical insights.