Commercial Manager

1 week ago

Manchester, United Kingdom Ascension Executive Recruitment Full time

Commercial Manager - Key Accounts


Role Purpose

This role will have responsibility for helping to drive commercial and operational success with a grouping of global key accounts. Much of the workload will be sales-oriented, working on RFPs and proactive/speculative proposals for those accounts, but the role also has responsibility for ensuring that the ongoing relationship, performance reporting and resolution of any commercial or operational issues in respect of those key accounts are being effectively managed. Whilst the focus of the role will be in Europe, there will be elements of the role which have a global perspective, managing relationships across the network and different service lines.


Main Accountabilities

• Working with station and regional teams to develop the sales pipeline, generating new sales leads and horizon[1]scanning for future opportunities

• Managing sales opportunities for RFP processes and unsolicited proposals with the aim of securing as high a win rate as possible – working with other commercial and operational colleagues as appropriate (sales activity will be for key accounts across Europe; and for non-key accounts in the sub-region of Europe in which the role is based) • Assisting in the production of regional and key account sales plans, ensuring these plans are as fully developed as possible

• Creating and delivering high quality sales collateral to assist sales pitches and presentations, ensuring that the sales material is tailored to the customers’ needs and meets their requirements and priorities

• Implementing customer engagement plans, ensuring key account business review meetings are well prepared, properly structured and help to increase our chances of commercial growth with those key accounts

• Ensuring that the requirements of key account customers are properly understood, and that reporting is in place to track the success of our delivery against those requirements• Working with station, regional and central teams to help resolve any major issues that might arise with those key accounts – such as shortfalls in our operational performance, commercial disputes or roll-outs of new policies or initiatives

• Maximizing the CRM system by ensuring that all sales opportunities and customer information is properly captured, tracked and updated as required

• Preparing internal sales and key account reports and presenting, as required, in internal bid review, key account management and governance meetings

• Developing a network of contacts across airlines and airports to understand what is happening in various markets, in terms of customer and competitor dynamics, to assist in the


Qualifications, Competencies & Experience

• A sales-focused individual with a proven track record in delivering sales and commercial opportunities

• Strong customer-orientation and understanding of customer demands • Well-developed communication and presentation skills

• Excellent inter-personal skills • Impressive sales or key account background with a history of success

• Fluent in English (written and spoken)

• Self-motivated, disciplined, with a flexible attitude to working hours • Strong numeracy skills and able to analyse data

• A hands-on mentality

• Commercially astute with good negotiating skills

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