Director Account Management

Overview

Who We Are: 

Ever wonder who brings the entertainment to your flights? Panasonic Avionics Corporation is #1 in the industry for delivering inflight products such as movies, games, WiFi, and now Bluetooth headphone connectivity!  

How exciting would it be to be a part of the innovation that goes into creating technology that delights millions of people in an industry that’s here to stay! With our company’s history spanning over 40 years, you will have stability, career growth opportunities, and will work with the brightest minds in the industry. And we are committed to a diverse and inclusive culture that will help our organization thrive! We seek diversity in many areas such as background, culture, gender, ways of thinking, skills and more. 

If you want to learn more about us visit us at www.panasonic.aero. And for a full listing of open job opportunities go to www.panasonic.aero/join-us/.  

Job Summary

Develop and implement a comprehensive sales and marketing strategy that maximizes opportunities across all products and product lines. Directs Account Management team to meet company objectives and Profit & Loss goals for total customer satisfaction.

Responsibilities

• Regional Account Management Strategy
• Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy.
• Direct Account strategy and consequent plans and actions.
• Set directions for Account development plan
• Develop regional plans and participate in strategic and tactical planning.
• Implement Customer Success strategy by leading Quarterly Executive Business Review meetings with key accounts and also guide the team to lead RCSM (Regional Customer Success Meeting)
• Process
• Responsible for region sales Profit & Loss.
• Establish and responsible for hitting sales growth and profit targets for the region.
• Drive cross-regional and functional improvement.
• Manage the Account team by setting KPIs, process and discipline to ensure the Accounts are in good conditions from Contract execution, revenue recognition, account receivables, on-time purchase orders and management of the contract commitment.
• Ensure the Account team are forecasting the business opportunities correct through Salesforce or ServiceNow.
• Organization
• Act as lead Account for high profile, high complexity customers. Capable of handling certain key/critical accounts personally.
• Managerial
• Manages through subordinate managers.
• Hire, lead, train, motivate, appraise performance, and develop Account Managers in assigned region.
  

Qualifications

• Bachelors or Equivalent University Degree in Business, Sales or Marketing or technical degree in related field preferred
• 12+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry
• 5 years management experience.
• Comprehensive knowledge of system architecture(s) and, where possible, individual LRUs. Firm grasp of dependencies, commercial options, and issues associated with functionality, system, and LRU choices. Comprehensive knowledge of GUI options, application functionality, and associated commercial and technical implications for choices.
• Familiar with the overall airlines and aviation markets.
• Solid experience in dealing with airlines, especially having a good rapport and network with the major airlines (i.e. with ready contacts within the major airlines’ procurement, engineering, marketing/product and/or relevant departments) will be an added bonus.
• Possess a good network and understanding of the aviation product distribution/management system in regional airlines and aviation market.
• Proven track record in managing Profit/Loss and business strategies/plans for sales operations in region.
• Excellent command of written and spoken English.
• Excellent written and verbal communication skills as well as negotiation, persuasion and presentation skills.
• Ability to drive cross regional and functional improvement.
• Proven leadership of account management team.
• Proven ability to set business direction and create effective Marketing and Account Management plans.
• Proven successful and seasoned direct sales skills, across large, complex accounts.
• Comprehensive commercial understanding of customer issues, and visionary in terms of how Panasonic can create a compelling value proposition to address these issues.
• Experience in successful team building and motivation; strong leadership skills.
• Possesses highly advanced analytical capabilities to assess strategic business and product placement issues.
• Expert ability to organize and implement department objectives.
• Proven experience with problem-solving, decision-making, and multi-tasking to response to inquiries or complaints from customers in a professional and timely manner.
• Seasoned ability to develop and maintain excellent working relationships with customers and internal company departments in order to effectively address customer needs.
• Possess exceptional business acumen with in-depth knowledge of budgeting, planning, forecasting, pricing and estimating.
  
  

Our Principles

Contribution to Society | Fairness & Honesty | Cooperation & Team Spirit | Untiring Effort for Improvement | Courtesy & Humility | Adaptability | Gratitude 

What We Offer: 

At Panasonic Avionics Corporation we realize the most important aspects in leading our industry are the bright minds behind everything we do. We are proud to offer our employees a highly competitive, comprehensive and flexible benefits program. 

REQ-155024

---