Strategic Account Manager (Based in Singapore)

We are not looking for that traditional seller, who likes to sell a specific part, knows all the technical details, and will not stop until they have convinced the customer to buy the part. We are looking for a seller that is a proponent to our customers, as we at Proponent believe strongly that the key to successful selling is the ability to really listen. To listen and learn to understand the deeper needs of our customers by asking the right questions, enabling us to create customized solutions that highlight the Proponent value proposition. We, as a company, are also keen to listen to you, learn what makes you a great salesperson and how you set yourself apart from all those other sellers out there. Are you ready to become a proponent for our key customer base?

Within this role we recognize two basic profiles. The first focusses on a select group of high-value or key accounts, these accounts are typically larger, more complex, and strategically important to the company. There is a difference in the scope of assigned customers, allowing us to dedicate more time and attention. The second, for which we are hiring, typically handles a broader range of clients, including Operator, MRO, and value-add Reseller customers. Account plans are used to develop and execute tailored commercial strategies to the unique needs and goals of each customer. The responsibility for both profiles include exponentially growing the part portfolio penetration based on eligible core product, ensuring customer satisfaction, resolving issues, upselling or cross-selling products/services, and addressing day-to-day client needs. Strategic Account Managers leverage industry and product knowledge, data, relationships, and persuasive, consultative selling skills to identify and develop innovative customer programs, long-term agreements, creative solutions, and other significant sales opportunities. The Business development and sales activities are generally performed from the office via phone and email and through frequent face-to-face visits. Strategic Account Managers should be comfortable road warriors, with travel expected as much as 50-80% of the time.

Responsibilities

Within this position you will:

• Establish account programs per customer to develop the customer relationship and sales to reach the targets.
• Determine the needs, demands and expectations of customers and prospects
• Signalize the market trends and developments, use, and expand your professional network in order to create (new) business and identify possible market opportunities and possible threats.
• Organize and plan the internal and external commercial information streams in an effective and efficient manner.
• Initiate timely actions for the successful delivery of products and services according to customer needs.
• Develop sound relationships with all stakeholders
• Generate leads, follow up on these and close them in with new business.
• Create new business by winning accounts from the competition and market while introducing new product lines.
• Lead contract negotiations and coordinate contract implementation and performance reviews with customers and internal stakeholders.
• Work closely together with the customer service team and inform them on customer specific requirements for order handling and quotation, so the organization will meet customer’s expectation.
• Initiate customer reviews, take the lead in actions and manage customer expectation, so they are in line with what the organization can and should deliver.
• Perform other tasks and projects as required to meet the customer and organizational needs.

Qualifications/Requirements:

Our ideal candidate:

• Has a bachelor’s degree or similar level of work experience within the industry and other professional (business) training.
• Has a minimum of 3 years’ experience in a similar role, preferably within the aviation/aerospace industry.
• Has a good command of English and Chinese, verbal and written.
• Proficiency in speaking other languages is an advantage.
• Understands/has experience in APAC business culture.
• Has a strong work ethic, emphasizes teamwork, has got a good presence and positive attitude and is service directed.
• Is very customer focused and result driven.
• Is entrepreneurial and has solid persuasion and influencing skills.
• Has good listening and organizing skills.
• Is analytical and can interpret information easily.
• Is required frequent travel within the region, up to 50-80% of the time.
• Is championing and enacting our company values: Agility, Intelligence, Empathy, and Integrity.
• Should reside and have the right to work in the countries where the role is based in Singapore. We do not offer relocation.

Visit us at www.proponent.com for more details.

We offer 5-day work week and attractive fringe benefits including Global ESOP, the Employer’s voluntary CPF contribution, medical, dental and annual body check-up insurance to the right candidate. We are a solid organization with a strong market position and focus on quality and service; We are an international and driven organization with informal and open culture as well as short communication lines. Interested parties please send your CV with current and expected salaries via email to: [email protected].

All information received will be kept in strict confidentiality and only for employment-related purposes. Applicants who are not invited for interviews within 6 weeks may consider their application unsuccessful in this instance.

We are not looking for that traditional seller, who likes to sell a specific part, knows all the technical details, and will not stop until they have convinced the customer to buy the part. We are looking for a seller that is a proponent to our customers, as we at Proponent believe strongly that the key to successful selling is the ability to really listen. To listen and learn to understand the deeper needs of our customers by asking the right questions, enabling us to create customized solutions that highlight the Proponent value proposition. We, as a company, are also keen to listen to you, learn what makes you a great salesperson and how you set yourself apart from all those other sellers out there. Are you ready to become a proponent for our key customer base?

Within this role we recognize two basic profiles. The first focusses on a select group of high-value or key accounts, these accounts are typically larger, more complex, and strategically important to the company. There is a difference in the scope of assigned customers, allowing us to dedicate more time and attention. The second, for which we are hiring, typically handles a broader range of clients, including Operator, MRO, and value-add Reseller customers. Account plans are used to develop and execute tailored commercial strategies to the unique needs and goals of each customer. The responsibility for both profiles include exponentially growing the part portfolio penetration based on eligible core product, ensuring customer satisfaction, resolving issues, upselling or cross-selling products/services, and addressing day-to-day client needs. Strategic Account Managers leverage industry and product knowledge, data, relationships, and persuasive, consultative selling skills to identify and develop innovative customer programs, long-term agreements, creative solutions, and other significant sales opportunities. The Business development and sales activities are generally performed from the office via phone and email and through frequent face-to-face visits. Strategic Account Managers should be comfortable road warriors, with travel expected as much as 50-80% of the time.

Responsibilities

Within this position you will:

• Establish account programs per customer to develop the customer relationship and sales to reach the targets.
• Determine the needs, demands and expectations of customers and prospects
• Signalize the market trends and developments, use, and expand your professional network in order to create (new) business and identify possible market opportunities and possible threats.
• Organize and plan the internal and external commercial information streams in an effective and efficient manner.
• Initiate timely actions for the successful delivery of products and services according to customer needs.
• Develop sound relationships with all stakeholders
• Generate leads, follow up on these and close them in with new business.
• Create new business by winning accounts from the competition and market while introducing new product lines.
• Lead contract negotiations and coordinate contract implementation and performance reviews with customers and internal stakeholders.
• Work closely together with the customer service team and inform them on customer specific requirements for order handling and quotation, so the organization will meet customer’s expectation.
• Initiate customer reviews, take the lead in actions and manage customer expectation, so they are in line with what the organization can and should deliver.
• Perform other tasks and projects as required to meet the customer and organizational needs.

Qualifications/Requirements:

Our ideal candidate:

• Has a bachelor’s degree or similar level of work experience within the industry and other professional (business) training.
• Has a minimum of 3 years’ experience in a similar role, preferably within the aviation/aerospace industry.
• Has a good command of English and Chinese, verbal and written.
• Proficiency in speaking other languages is an advantage.
• Understands/has experience in APAC business culture.
• Has a strong work ethic, emphasizes teamwork, has got a good presence and positive attitude and is service directed.
• Is very customer focused and result driven.
• Is entrepreneurial and has solid persuasion and influencing skills.
• Has good listening and organizing skills.
• Is analytical and can interpret information easily.
• Is required frequent travel within the region, up to 50-80% of the time.
• Is championing and enacting our company values: Agility, Intelligence, Empathy, and Integrity.
• Should reside and have the right to work in the countries where the role is based in Singapore. We do not offer relocation.

Visit us at www.proponent.com for more details.

We offer 5-day work week and attractive fringe benefits including Global ESOP, the Employer’s voluntary CPF contribution, medical, dental and annual body check-up insurance to the right candidate. We are a solid organization with a strong market position and focus on quality and service; We are an international and driven organization with informal and open culture as well as short communication lines. Interested parties please send your CV with current and expected salaries via email to: [email protected].

All information received will be kept in strict confidentiality and only for employment-related purposes. Applicants who are not invited for interviews within 6 weeks may consider their application unsuccessful in this instance.