Key Account Manager – Commercial & Sales

The Sanad Group; Abu Dhabi; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading aviation services provider is seeking a Key Account Manager responsible for managing strategic customer relationships and overseeing performance in Engine Shop Visits. The role involves collaborating with multiple departments to ensure smooth operations, analyzing financial data, and maintaining high customer satisfaction levels. The ideal candidate will have a degree in business, along with extensive experience in the aviation sector and strong skills in communication, problem-solving, and account management.

Qualifications

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

Responsibilities

• Manage and oversee assigned key accounts and their performance.
• Collaborate with internal departments to execute Engine Shop Visits.
• Attend regular meetings to facilitate communication and alignment with customers.

Skills

Customer Relationship Management

Communication and Presentation

Emotional Intelligence

Intercultural Intelligence

Strategic Thinking

Problem Solving

Proactivity and Results-Driven Attitude

Coaching or Mentoring

Education

Bachelor’s degree in business administration, finance, or relevant field

Vocational or technical training in account management

Job description

1. JOB PURPOSE/SUMMARY:

The Key Account Manager 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.

Key Account Manager may be responsible for a larger and more complex portfolio of customer accounts compared to the junior key accounts managers. They may handle high-value or strategic accounts that require special attention.

Lastly, they may also be requested to provide mentoring/coaching to junior accounts managers to help them further develop their skills and knowledge to successfully manage customer accounts.

2. KEY RESPONSIBILITIES AND ACCOUNTABILITIES

1. Account Management

• Manage and oversee assigned key accounts, taking full responsibility for 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 any issues or challenges that may arise with the accounts to maintain a positive and productive relationship, including the management of possible outstandings as per Sanad procedures.

2.Coordination and Collaboration

• Collaborate and coordinate with multiple internal departments, including engineering, operations, logistics, and supply chain, to plan and execute Engine Shop Visits effectively.
• Demonstrate excellent coordination and communication skills to ensure seamless and efficient planning and execution of shop visits.

3.Data Management and Communication

• Attend regular meetings with internal teams and external customers to facilitate communication, share updates, align on goals, and address challenges.
• Actively engage with stakeholders to gather feedback, manage projects, and address concerns.

4.Stakeholder Meetings

• Attend regular meetings with internal teams and external customers to facilitate communication, share updates, align on goals, and address challenges.
• Actively engage with stakeholders to gather feedback, manage projects, and address concerns.

5.Customer Meetings

• Schedule and conduct weekly meetings with customers to ensure ongoing communication, assess project milestones, and provide feedback.
• Proactively schedule and manage these meetings to maintain a close and productive relationship with customers.

6.Financial Analysis

• Collaborate with the Finance and Invoicing department to perform financial reviews on engine shop visits, analyze costs and revenue, and ensure accurate financial reporting.
• Work closely with the finance team to make informed decisions that contribute to the financial success of shop visit operations.
• Maybe accountable for the financial and commercial viability of the shop visits managed by the other key account manager.

7.Perform other duties as required

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

9. QUALIFICATIONS, EXPERIENCE AND COMPETENCIES

Minimum Qualifications:

(Education/Certification/ Licensure/Professional Membership)

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

Minimum Experience:

• Minimum of 5 years of experience in managing complex aviation MRO agreements with a proven track record of success.
• Minimum of 5 years in a customer‑facing role.
• Around 3 years of Project Management experience.
• 1 year of management/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 with customers and internal stakeholders, ensuring a high level of satisfaction and loyalty. The Senior Key Accounts Manager should be skilled in understanding customer needs and providing solutions that meet their requirements effectively.
2. Communication and Presentation: Excellent communication and presentation abilities, both written and verbal. The Senior Key Accounts Manager should be capable of conveying complex information to various stakeholders, including senior management, in a clear and concise manner.
3. Emotional Intelligence: High emotional intelligence, enabling the Senior Key Accounts Manager to understand and manage emotions effectively, as well as empathize with others, especially in challenging situations.
4. Intercultural Intelligence: Ability to adapt and interact effectively with individuals from different cultural backgrounds, considering their unique perspectives and values.
5. Engine MRO Engineering Know‑how: Intermediate level understanding of engine maintenance, repair, and overhaul processes, with specific knowledge of V2500, Trent700, LEAP, and GenX engines as an advantage.
6. Finance for Non‑finance Roles: Basic understanding of financial concepts and principles to analyze financial data and contribute to financial decision‑making of aviation MRO shop visits (Labor and Material cost analysis).
7. Strategic Thinking: Ability to think strategically and proactively identify opportunities for growth and improvement in account management processes.
8. Problem Solving: Capability to analyze complex issues and develop innovative solutions to address challenges and improve operational efficiency.
9. Proactivity and Results‑Driven Attitude: Demonstrated proactive approach to work, taking initiative to achieve goals, and maintaining a results‑oriented mindset.
10. Coaching or Mentoring: Senior Key Accounts Manager should be equipped to provide training and guidance to Key Accounts Managers, helping them develop the skills and knowledge needed to effectively manage customer accounts. Sharing successful strategies, best practices, and lessons learned from managing key accounts, providing Key Accounts Managers with practical insights and tools for success.