15 Oct
Tata Technologies Europe
Warwick
At Tata Technologies we make product development dreams a reality by designing, engineering and validating the products of tomorrow for the worlds leading manufacturers. Due to our continued growth we are now recruiting for an Account Manager - Aerospaceto be based at our office in Warwick.
The Role:
The Account Manager is responsible for managing a key customer account, deliver revenue and profits within the aerospace vertical, for engineering and digital line of businesses. The role will report to the Associate VP Sales Aerospace. You will be responsible for developing new opportunities within the existing account (account mining), developing new accounts (Hunting). You will work collaboratively with Practice, Marketing,
and Delivery / engagement/program managers to farm and build new accounts. The role is split 75% farming (existing) and 25% hunting (new accounts).
Area of Responsibility
I. Key Account Management Develop knowledge about clients engineering and digital strategy, understand their key priorities and organisation strategy. Develop stakeholder mapping, build awareness of the companys services and bring alignment between clients strategy and our service offerings. Penetrating into new areas of business by understanding current engagements and leveraging internal relationships, and learnings of the key programmes. Build & enhance relationships with key stakeholders, assess competition and analyse their relationships, strengths and weaknesses. Get a good understanding of companys Share of Wallet (SOW) in the key accounts and carry out comparison with competitions SOW. Leading RFP submissions and their commercials. Preparing and giving executive pitch in the RFP presentations and own the follow up actions for winning the opportunities.
Must perform at least one weekly sales pipeline review with their Manager.
Weekly Sales Pipeline Review includes following:
i.Annual, Monthly and quarterly sales plan
ii.Progress towards monthly and annual plan
iii.Opportunity update
iv.Pipeline development and management (SF update)
v.Weekly activity report, including risk and opp. review
vi.Stakeholder review
II. Business development for a specific key account- Identify and develop viable prospects creating new business relationships. Work with the Marketing and Practice teams for Lead generation. Lead show and tell campaigns to promote TTLs services and maximize the funnel of prospective business opportunities. Identify new and mature existing partnerships to enhance our service offerings.
Identify case studies and solutions from other account managers, COE, Practice teams, that are relevant to key accounts and identify opportunities to consider them in companys propositions.
III. Execution of CRM processes: Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner. Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process
IV. Probe: Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our service offerings
V. Ability to demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle.
Translate sales pursuit elements into financial terms is critical to successful
VI. Margin Improvement Work with the deliveries team to improve the margin on the account and optimise cost.
Knowledge / Experience
Good experience in Engineering and Digital Technology Services
The candidate must hold a Bachelors/Masters degree in Engineering, an MBA degree (ideally)
Must have handled a sales portfolio of USD5 - 10Mn plus in previous roles
Must demonstrate a clear list of key deal wins within the engineering service sector
Selling offshore delivery experience is essential
Good team working ability
Ability to travel within UK and Europe
Understanding of aerospace engineering requirement, experience of working with the aerospace sector
Ability to speak European language (French desirable)
In return for bringing your expertise to our business we offer a competitive salary along with excellent benefits including:
Pension Scheme We match employee contribution up to 5% of salary
25 Days Holiday
Private Health Care
Tata Jaguar Land Rover Privilege Scheme - up to 20% off new JLR vehicles
Group Income Protection
Health Assured Employee Assistance Program
Group Life Assurance
Health Shield Private Health Cash Plan
If you are passionate about bringing innovation to the projects you work on and want to join a global company, then this is the place for you.
Tata Technologies: Engineering a better world.
Tata Technologies would like to thank all applicants for their interest, each application will be reviewed against the set criteria for the role.
We would like to advise that only candidates under consideration will be contacted. If you do not hear from us within 10 working days following the closing date it will mean that unfortunately your application has not been successful. We will however retain your details for any suitable future opportunities.
▶️ Sales Account Manager - Aerospace
🖊️ Tata Technologies Europe
📍 Warwick