Vice President- Key Account Management (Airline)

About the Role

SkyChefs is seeking a Vice President of Key Account Management with exceptional relationship building abilities and commercial acumen to drive our success. This is an exciting opportunity to be part of a company that values creativity, strategic thinking, and hands-on execution.

Responsibilities

• Develop and maintain strong relationships with customers at all hierarchical levels, understanding their needs and ensuring their satisfaction.
• Create and execute comprehensive account plans that align with customer objectives and company goals.
• Serve as the primary point of contact for assigned accounts, handling escalated issues and strategic discussions.
• Establish, coordinate and lead regular business review meetings with customers in assigned portfolio.
• Ensure business retention by consistently delivering value and maintaining high levels of customer satisfaction.
• Identify and pursue opportunities for new business acquisition within existing accounts.
• Develop and implement strategies for up-selling and cross-selling additional products and services to key accounts.
• Coordinate tender processes and develop related negotiation strategies and tactics.
• Lead negotiations to ensure all agreements align with company goals and strategic objectives.
• Maintain a keen understanding of market conditions and competitor activities to inform negotiation strategies.
• Drive strategic initiatives to enhance account performance and achieve long-term growth.
• Implement tactical solutions to address immediate customer needs and operational challenges.
• Balance strategic vision with day-to-day execution, ensuring alignment with overall business objectives.
• Utilize strong commercial and financial acumen to make data-driven decisions that drive profitability and growth.
• Monitor and analyze key performance indicators (KPIs) to ensure targets are met or exceeded.
• Develop and manage budgets, forecasts, and financial performance metrics for key accounts.
• Work closely with cross-functional teams, including marketing, product development, and operations, to deliver exceptional service to key accounts.
• Foster a culture of creativity and innovation, encouraging team members to propose and implement new ideas.
• Stay informed about industry trends, market conditions, and competitor activities to inform strategic planning.
• Build, lead, and mentor a high-performing key account management team.
• Set clear goals and expectations, providing regular feedback and performance evaluations.
• Promote a collaborative and inclusive team environment that values diverse perspectives.
• Champion digitalization efforts to improve customer engagement and streamline processes.
• Collaborate with internal teams to ensure digital solutions are effectively integrated and utilized.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Finance, or a related field; MBA or advanced degree preferred.
• Minimum of 10 years of experience in key account management, sales, or a related field, with a proven track record of success.
• Strong commercial and financial acumen with the ability to make data-driven decisions.
• Experience with digital transformation initiatives and a solid understanding of digital tools and technologies.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to balance strategic thinking with tactical execution in a dynamic environment.
• Creative thinker with a passion for innovation and problem-solving.

Skills

• Strategic Thinker: Ability to develop and execute long-term strategies that drive business growth and transformation.
• Commercially Astute: Strong understanding of financial principles and commercial strategies to drive profitability and growth.
• Effective Collaborator: Capable of working effectively with cross-functional teams in a dynamic and fast-paced environment.
• Excellent Communicator: Exceptional communication skills for negotiating, relationship-building, and leading teams.
• Digitally Savvy: Proficient in leveraging digital tools and technologies to enhance key account management practices.
• Creative Innovator: Strong ability to think creatively and implement innovative solutions that meet Client needs.

Benefits

• Competitive salary and performance-based bonuses.
• Comprehensive benefits package including health, dental, vision, and retirement plans.
• Opportunities for professional development and career advancement.