Client Manager - Aviation Industry

Job Description

Role : Client Manager – United States

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Zestiot is a company dedicated to enhancing aviation operations through innovative technologies and solutions . As a fast-growing start-up, we have curated a set of mature product offerings that tackle some of the most critical challenges at Airports, with airlines and ground handlers. To help us in our growth journey, we are now searching for an experienced business development and account management individual to join our growing team in Europe. This role will report to the Director – Europe and is completely remote.

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Key Responsibilities:

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Business Development:

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• Work with lead generation and marketing teams to target outreach campaigns.
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• Develop strong understanding of Customers (Airports, Airlines & Ground Handlers) business, their needs & opportunity to transform
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• Plan consultative led solution champion && trusted advisor to customer
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• Play a crucial role in educating prospects on our range of solutions with a real focus on solution, value proposition, benefits, risks & change management aspects of buying process, objections handling.
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• Management of end-to-end sales lifecycle, handover to delivery, and subsequent management of client relationships
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Client Relationship Management:

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• Develop strong understanding of ICPs, influencers & customer buying process
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• Build and maintain strong relationships with key decision-makers and stakeholders within both new and existing clients.
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• Serve as the main point of contact for commercials, escalations and sales.
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Sales Strategy & Execution:

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• Develop and implement sales strategies, monthly & quarterly sales planning to drive revenue growth within the region.
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• Present our solutions to potential clients via demos, presentations, and proposals.
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• Negotiate and close deals, ensuring client satisfaction while achieving company sales targets.
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• Collaborate with cross-functional teams (product, marketing, support) to ensure seamless delivery and customer success.
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• Work alongside Pre-sales/Solutions Team to ensure robustness and completeness of our tender responses, solution demo & comprehensive solution meeting customer needs
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Market & Competitor Analysis:

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• Stay informed on industry trends, competitor activities, and emerging technologies to identify new business opportunities within your region
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• Provide feedback and insights to the product team to enhance product offerings based on market demands.
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Reporting & Documentation:

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• Maintain accurate and up-to-date records of all interactions and sales activities in CRM systems (e.g., Salesforce).
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• Prepare regular sales reports and forecasts to track progress against goals.
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Required Skills and Qualifications:

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Experience:

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• Minimum 10 years of experience in business development, sales, or a related role.
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• 5+ years of Consultative led Selling to the Airports & Airlines or previous work within this industry is a must
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• Proven track record of successfully selling enterprise software solutions and achieving sales targets.
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Skills:

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• Strong communication, presentation, and negotiation skills.
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• Ability to build and maintain relationships with key stakeholders.
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• Familiarity with CRM software
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• Excellent organizational and time-management skills, with the ability to manage multiple deals at different stages.
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• Self-starter and team player
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Knowledge:

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• Understanding of aviation market, software solutions, stakeholder and companies. In particular, knowledge on airport and airline aircraft turnaround operations would be largely advantageous.
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• Knowledge of the sales cycle, from lead generation to closing deals.
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• Understanding of key performance indicators (KPIs) and sales metrics.
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Education:

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• Bachelor's degree in Business Administration, Aviation, Air Transportation, Sales and Marketing, Information Technology, or a related field. (Preferred but not mandatory).
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Desired Qualities:

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• Self-Starter: Motivated and proactive, with the ability to work independently and take initiative.
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• Problem-Solving Mindset: Ability to identify client pain points and provide appropriate software solutions.
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• Team Player: Collaborative, with a strong desire to work closely with sales, marketing, and product teams.
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• Adaptability: Comfortable in a fast-paced and dynamic environment, able to pivot strategies when needed.
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What We Offer:

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• Competitive salary
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• Sales Incentives for upsell/cross-sell
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• Career growth and professional development opportunities.
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• Opportunity to travel
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• Remote working
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