Summary

Customers and sustainable sales growth are key to ecube’s success. Every customer is important to ecube; however, we will invest in developing, capturing and defending customers who generate volume, revenue growth and long-term value. Ecube aims to deliver up to 80% of its business from a number of Key Accounts within the next 5 years. This role will combine sales leadership with key account management, ensuring ecube identifies and converts new opportunities while building strong, strategic relationships with priority customers. The aviation industry is dynamic with a high rate of change, so we will develop a sales and key account strategy that keeps us close to our customers and enables us to adapt service provisions in line with changing requirements.

Main responsibilities

• You will be responsible for developing new sales opportunities and maintaining strong relationships between ecube and strategic customers to ensure long-term sustainable growth and business success. You will act as the primary point of contact for nominat
• Ownership of tactical and commercial deliverables for several strategic customer accounts, including: Revenue growth, sales conversion, target margin and target Customer Satisfaction/Net Promotor Score
• Represent your key accounts and sales opportunities internally to continuously improve service levels, develop product features, support bid activity and ensure consistent company performance across all locations.
• Develop a thorough understanding of your key accounts’ position in the market, their product/service, points of difference and competitive landscape. Use this insight to identify, qualify and progress new sales opportunities across the aviation market.
• Manage key accounts’ input, feedback and commercial requirements for aircraft/portfolio programmes with detailed direction and timelines.
• Establish and build strong working relationships with business leaders at all levels across your accounts.
• As necessary, visit clients, attend trade shows and other industry events to capitalise on networking and relationship-building opportunities.
• Ensure clients and prospects are proactively engaged on a regular and effective basis, and ensure the timely production, follow-up and closing of quotations for work as it develops.
• Be the company’s primary source for regular and timely reporting of sales pipeline, account activity, revenue performance and customer knowledge. Detail and maintain an account plan for each nominated key account.
• Contribute effectively to an annual key account review process, sales planning process and the company’s marketing planning process.
• Coordinate with Marketing team to establish key content plans in support of account strategies
• Coordinate plans and activities with the Sales team to support capture of Tier 3 and Tier 2 accounts and progress qualified opportunities through to closure.
• Maintain accurate sales pipeline, forecast and account records to support business planning and decision making.