Rockwell Collins Head of Account Management, Asia Pacific in Singapore, Singapore

Rockwell Collins is a leader in aviation and high-integrity solutions for commercial and military customers around the world. Every day we help pilots safely and reliably navigate to the far corners of the earth; keep warfighters aware and informed in battle; deliver millions of messages for airlines and airports; and help passengers stay connected and comfortable throughout their journey. As experts in flight deck avionics, cabin electronics, cabin interiors, information management, mission communications, and simulation and training, we offer a comprehensive portfolio of products and services that can transform our customers' futures.

With 30,000 employees working around the globe and a network of operations spanning 150 countries, Rockwell Collins is positioned to meet customers' needs with innovative and reliable products and systems and by delivering superior customer value, service and support. To find out more, please visit www.rockwellcollins.com.

We are currently hiring a Head of Account Management (APAC) to join our Information Management Services (IMS) division (formerly known as ARINC) in Singapore or locations within Asia Pacific in which IMS has presence can be considered. Employing some of the most talented, dedicated people on the planet is not by chance. People from all over the globe choose Rockwell Collins as the place to build a rewarding career, while helping create and deliver communications, integration, and engineering solutions that our global customers demand so that our world keeps moving and stays connected. It's an exciting time to become a part of our team!

Job Summary

External Title: Head of Account Management, Asia Pacific

Internal Title: Sr Manager, Sales

The successful candidate is responsible for the sale of company products and/or services to assigned accounts or within a given region. He/she develops contacts with existing and potential customers, and understands existing and anticipates customer requirements, identifies company products and services to fill such requirements. In this leadership function, he/she is also responsible to manage, coach and develop 3 to 5 direct reports.

Job Responsibilities

  • Responsible for account management in Asia Pacific Region and manage direct reports (Account Managers) to maintain current relationship with stakeholders in Airports.

  • Responsible for Account Managers productivity in selling add-ons and renewals in existing airport sites.

  • Assist Account Managers in planning for strategic plans for existing airport sites

  • Responsible for workforce planning, strategic enterprise growth, and organizational development initiatives: Talent Management; Performance Management; Function as an advisor to Account Manager regarding tasks, projects, and operations; Develop and administer schedules and performance requirements; Change Management; Training.

  • Responsible for the individual sale or Account Manager sales of company products, services, and solutions to assigned accounts or within a given sub-set of a region: Direct and coordinate activities involving sales of airport solutions and services, within a given sub-set of a region.

  • Develop and manage the budget for a given region sub-set: Review operational records and reports to project sales and determine profitability.

  • Develop contacts with existing and potential customers in a region sub-set.

  • Understand existing and anticipated customer requirements and identify company products and services to fill such requirements: Monitor customer preferences to determine focus of sales efforts; maintain technical proficiency and consult with prospective customers regarding use of company products and services.

  • Prepare sales plan and campaigns, business plans, and product development plans for a sub-set of a region: Create sales presentations; Quote prices and delivery dates.

  • Demonstrate and provide instruction to clients on the use of products: Keep informed of new products and other information of interest to customers.

  • Investigate new applications or improvements to products.

  • Responsible for sales forecasting and sales strategies for a sub-set of a region.

  • Provide marketing intelligence to sales management for a sub-set of a region.

  • Interpret and execute policies and procedures that affect subordinate functional area.

  • May become involved in daily operations if required to meet deadlines or to resolve complex problems.

Job Requirements

  • At least 15 years of relevant experience in Sales and Account Management function within Asia Pacific region in relevant industry, out of which, at least 5 to 8 years should be in Leadership role

  • Possess strong sales and account management skills and the ability to manage senior stakeholders

  • Familiar with Airports/Airlines operations and technologies

  • In-depth knowledge of Airports / Airlines contracting and acquisition processes; combined with demonstrated experience and understanding of proposal development process, opportunity reviews and pricing efforts.

  • Proven track records in successful sales closure

Key Competencies

  • Leadership

  • Teamwork

  • Communication

  • Decision Making

  • Ethics

  • Business Acumen