Regional Key Account Manager

Qatar Airways•New York, NY

2d•Onsite

About The Position

Qatar Airways (QR) have embarked on an exciting transformation journey to change how we interact with our customers. As part of this journey, we are now recruiting for the role of Regional Key Account Manager, based onsite out of our JFK or Miami Cargo Offices. You will be responsible for the principal direct sales channel for the region, maintaining and developing relationships with QR Cargo’s largest and most strategically important customers within the region. You will be responsible for achieving target revenue, volume quotients and the delivery of strategic account objectives as prescribed in the Customer Strategy and Account Plan across the region. Represents at the most senior level, the entire range of company products and a service offered to the assigned customers. You will be accountable for business retention, new business and customer satisfaction levels on a regional scale. Acts as customer champion by managing the communication flows across the region ensuring currency and relevant awareness of customer needs and expectations, committed performance standards, satisfaction levels, risks and opportunities. Closely coordinates VP involvement in customer management. Establishes and maintains productive, close working relationships with all key decision-makers within the assigned customer portfolio. Acts as the primary relationship custodian for the assigned accounts within the region. Working with the Sales Planning department, acts as Sales lead in a division-wide strategic account planning process that develops a coherent global Customer Strategy for each assigned account detailing mutual performance objectives, market share and financial targets, strategic initiatives and other sales outcomes for a one to three-year period. Leads solution development efforts by coordinating the involvement of company personnel and other resources. Plays a leading role in new business drives and holds responsibility for the effective on-boarding of new business. In accordance with the QR Cargo Sales policy, drives loyalty and business retention through the application of an extensive sales toolkit, such as customized incentive mechanisms, to maintain and grow the partnership. Maintains a controlled Account Plan for each assigned customer organization, delineating the customer strategy (see above) and the corresponding sales activities, resource allocation, accountable personnel, timelines and progress records. Directs and manages the involvement of all related company personnel, including Sales Planning, Marketing, Product, Customer Experience, Sales Support, Contracts, field sales and other functional and regional teams in order to meet Account Plan objectives and customer satisfaction targets. Perform other department duties related to his/her position as directed by the Head of the Department.

Requirements

Detailed understanding of the airline cargo value chain with professional experience in a range of key functions.
Relevant College or University qualification preferably in a commercially oriented field such as Business, Economics, Sales and Marketing or Finance.
Managerial role in a cargo airline or freight forwarder environment.
Existing relationships at a senior level within the top freight forwarder segment of the air cargo industry.
Expert relationship building and negotiation skills.
Excellent spoken and written English language skills.
Structuring complex deals
High EQ.
Strong planning abilities.
Formal presentation skills.
Excellent persuasion and influencing capabilities.
Highly self-motivated.
Works well under pressure.
Managerial skills - Ability to delegate work, set clear direction and manage workflow. Strong mentoring and coaching skills. Ability to train and develop subordinate's skills. Ability to foster teamwork among team members.
You must be authorized to work lawfully in the United States. This position is not eligible for visa sponsorship.

Nice To Haves

Post-graduate or professional qualifications in Accounting, Marketing, Business Administration or Project Management.

Responsibilities

Maintaining and developing relationships with QR Cargo’s largest and most strategically important customers within the region.
Achieving target revenue, volume quotients and the delivery of strategic account objectives as prescribed in the Customer Strategy and Account Plan across the region.
Representing at the most senior level, the entire range of company products and a service offered to the assigned customers.
Accountable for business retention, new business and customer satisfaction levels on a regional scale.
Acts as customer champion by managing the communication flows across the region ensuring currency and relevant awareness of customer needs and expectations, committed performance standards, satisfaction levels, risks and opportunities.
Closely coordinates VP involvement in customer management.
Establishes and maintains productive, close working relationships with all key decision-makers within the assigned customer portfolio.
Acts as the primary relationship custodian for the assigned accounts within the region.
Working with the Sales Planning department, acts as Sales lead in a division-wide strategic account planning process that develops a coherent global Customer Strategy for each assigned account detailing mutual performance objectives, market share and financial targets, strategic initiatives and other sales outcomes for a one to three-year period.
Leads solution development efforts by coordinating the involvement of company personnel and other resources.
Plays a leading role in new business drives and holds responsibility for the effective on-boarding of new business.
In accordance with the QR Cargo Sales policy, drives loyalty and business retention through the application of an extensive sales toolkit, such as customized incentive mechanisms, to maintain and grow the partnership.
Maintains a controlled Account Plan for each assigned customer organization, delineating the customer strategy (see above) and the corresponding sales activities, resource allocation, accountable personnel, timelines and progress records.
Directs and manages the involvement of all related company personnel, including Sales Planning, Marketing, Product, Customer Experience, Sales Support, Contracts, field sales and other functional and regional teams in order to meet Account Plan objectives and customer satisfaction targets.
Perform other department duties related to his/her position as directed by the Head of the Department.