Director of Client Relations

3 weeks ago

Eastern England, United Kingdom IBS Software Full time

Position Overview

Location: Germany, UK, or Switzerland

Job Title: Director of Client Relations

Employment Type: Permanent

Reporting To: Vice President & Head of CDx Europe and Africa

Company Profile:

IBS Software is a premier enterprise SaaS provider focused on the travel sector, particularly in aviation. Founded in 1997, our mission is to transform the travel landscape through innovative technology. Today, we are recognized as one of the leading travel technology firms worldwide, serving over 200 clients, including many of the largest airlines, airports, ground handlers, hotel chains, cruise lines, and energy companies. Our operations span 35 countries, with a diverse workforce of over 5000 professionals from 42 nationalities. Our clientele includes 20 of the top 40 airlines and five of the top 10 hospitality firms, along with leading cruise companies. We deliver critical B2B and B2C enterprise SaaS solutions to renowned global travel brands such as Air France Group, ANA, JAL, American Airlines, and many others. The Consulting and Digital Transformation (CDx) division is dedicated to advancing digital transformation initiatives for our clients, utilizing our industry expertise, digital technologies, and engineering excellence.

At IBS, our vision is to redefine the future of travel through technological innovation while upholding our core values of Precision, Commitment, Passion, Integrity, and Respect for the Individual. To maintain our successful track record, we are committed to designing and delivering world-class, transformative products that provide unmatched business value and agility in a rapidly evolving digital marketplace. We continuously seek exceptionally talented and motivated individuals to enhance our organization.

Current Opportunity:

We are in search of a seasoned, dynamic, and organized self-starter to assume the role of Director of Client Relations within our CDx business line in Europe.

The ideal candidate will cultivate and expand existing or new accounts within the Airline, Hospitality, and Travel/Tourism sectors. A solid understanding of the market landscape and competitive dynamics is essential for developing effective growth strategies. The candidate will leverage their sales and solution expertise, collaborating closely with customer stakeholders, CDx business practices, and technology professionals. A hands-on approach is encouraged to enhance our offerings and create compelling value propositions based on a thorough understanding of opportunity areas.

Role Responsibilities:

  • Serve as the primary point of contact for all aspects of the IBS relationship with clients, including sales, delivery, finance, legal, and client satisfaction.
  • Manage and expand business within the Airline, Hospitality, and Travel/Tourism sectors.
  • Ensure high levels of customer satisfaction for managed accounts, collaborating closely with delivery and regional teams.
  • Focus on developing new accounts or nurturing existing ones by fostering effective relationships with key decision-makers and influencers.
  • Maintain a detailed and accurate pipeline of growth opportunities.
  • Manage responses to qualified inquiries, RFPs, and RFIs.
  • Collaborate with various Lines of Business within IBS to ensure CDx is integrated into customer interactions.
  • Provide valuable customer and market feedback to stakeholders regarding IBS offerings.

Key Qualifications:

  • Exceptional communication and storytelling skills, with a minimum of 3-5 years of experience in Consulting and Digital Transformation.
  • Creative mindset with the ability to understand business and customer needs, leveraging industry trends and technologies.
  • Proven experience in selling and managing clients in aviation technology solutions and digital transformation services.
  • Track record of developing relationships with senior and C-level executives in the airline industry to drive business growth.
  • Strong negotiation skills and the ability to engage effectively with senior executives.
  • Familiarity with the software delivery models used by Indian IT solution providers.
  • Relationships with key IT or business stakeholders in European airlines are advantageous.

Minimum Requirements:

  • A graduate degree in Engineering, Technology, or Science, preferably complemented by management education.
  • A minimum of 12 years of overall experience, including at least 5 years in client management and profitable growth.
  • Strong communication abilities are essential.
  • Fluency in English is required; proficiency in German or Italian is a plus.

Recruitment Process:

Candidates who successfully pass the resume screening will proceed to the first interview stage.

  • 1st Step: Interview with the direct manager (face-to-face or virtual).
  • 2nd Step: Interview with the Global Business Head (face-to-face or virtual).
  • Final Step: Interview with the HR Manager (virtual).

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