Head of Global Key Accounts Airlines

Head of Global Key Accounts Airlines All locations

Envirotainer is the world-leader in secure cold chain logistics solutions, primarily within the healthcare and biotech industries. The company manufactures and leases active temperature-controlled container solutions for air transportation, including validation, support, and service. Envirotainer operates through an open, global network of airline companies and logistics partners. The company is represented in nearly 50 countries around the world with headquarters in outside of Stockholm, Sweden.

Position: Head of Global Key Accounts, Airlines Reports to: Chief Commercial Officer, Member of Sales & Marketing Management Team
Purpose of position

You are responsible for the overall performance of the Global Key Account, Airline department. Since your results are integral to the overall performance of Envirotainer you play an important role in driving the future success of our company.

The position leads a team owning, building, and nurturing strong business relationships with airlines to identify and cultivate leads into prospects, while continuously using account management to defend and further grow this important customer group.

The role provides strategic as well as tactical guidance to the team in the ongoing negotiations and collaboration across all sales channels. The role takes on responsibility for the master lease agreements, and implementation of new commercial packages and price points and guides his/her peers by supporting them in shaping, structuring, driving, and closing enterprise deals with pharmaceutical companies. 

This role also ensures that the collection process and repositioning support are upheld through close collaboration with Finance and Global Logistics.

We expect all our managers to achieve results through great leadership - with our core values in mind. People management is of the highest importance in this role, and we expect the leader to work actively on engaging, developing, and coaching each employee and team to achieve results.

You have performance management responsibilities for your department. This means that you set the objectives and oversee the performance of your department, ensuring that all KPIs are met, and you take corrective actions when needed. You have budgetary responsibilities and exercise financial control over all expenditures. You are responsible for the development and improvement of processes within your department, and you encourage continuous improvements.

The position has a team of direct reports. The role reports to the CCO and is included in the Sales & Marketing Management Team (SMT).

Responsibilities Functional Responsibilities

Description of main tasks and responsibilities.

• Plan, delegate, and monitor , including but not limited to;
  • Assign, coordinate, and coach commercial team members, direct reports, and/or across different departments and functions.
  • Spearhead the creation of a value proposition (why, how, when, where, who, at what price) towards the airlines' sales channel together with the marketing department.
  • Propose and monitor KPIs that capture both leading and lagging indicators driving business growth performance.
• Execute – lead the team to secure a steady flow of identified leads, nurture prospects, and support own and team of peers in progressing opportunities through the sales funnel in a swift and high-quality manner.
  • in close collaboration with all relevant departments to secure onboarding and development of customers especially but not limited to sales management colleagues, finance, legal, and operations.
  • support the commercial team to take relevant steps to schedule meetings and prepare presentations/dialogue for the meetings.
  • Participate in meetings to guide and support project leads with insights and seniority.
  • feedback opportunities/risks/concerns/resource needs on a bi-weekly to monthly basis to CCO.
• Coordinate and execute proposed solutions to customers.
  • internal coordination; assigning a project lead to each customer.
  • approve, challenge, and monitor the project and/or account plans proposed by commercial teams.
  • participate in high-level interactions with airline executives (director level and up).
  • be the spokesperson externally for airlines regarding business development, innovation, and industry association collaborations.
  • actively engage in selected industry events, associations, and forums.

Managerial responsibilities

Within your team you have certain managerial responsibilities; Personnel Planning, Team management, Recruitment, Performance management, Development, Administration, and Continuous improvements and change management.

This means you are to;

• Lead and distribute initiatives and tasks supporting corporate objectives and strategies. Day-to-day management to ensure performance and cooperation within the team.
• Set individual objectives per defined period and conduct performance appraisals and regular follow-up of development in daily work.
• Ensure open communication within the team, perform performance appraisals, keep continuous dialogue, and provide feedback to all employees to ensure performance, development, and the right competence levels.
• Interview, select, and employ new personnel to the team.
• Enforce compliance of personnel with administrative policies, procedures, safety rules, and governmental regulations.
• Analyze and follow up on survey results and take action to improve the employee's experience of Envirotainer as an employer.
• Develop and improve processes and ways of working within the area of responsibility.

Authority

• Approve expenditures according to Envirotainer delegation and approval limits.
• Manage the team and make appurtenant decisions – related to recruitment (using the grandfather principle), dismissal, competence development, or compensation.
• Manage a team that is responsible for contract negotiations together with the Finance and Legal departments.

Demands on the position

• Understanding of the business, its value drivers, and how different strategies will improve the organization's financial outlook.
• Strategic mindset and ability to work with the entire organization.
• Organizational skills are required. Demonstrating project management expertise , related to initiating, planning, executing, and controlling strategic and operational plans.
• Strong leadership skills
• Experience in management and leadership of people, direct or indirect.
• Demonstrate ability to lead, collaborate, and motivate to excellence in all areas supervised.
• Strong sense of urgency in continuously seeking ways to generate continuous growth of the business through any of the sales channels through collaboration, communication, and action with peers and partners 

Professional capabilities

• Solid understanding of commercial business models, and negotiations.
• Appreciates the need for quality assurance and control and can with ease communicate with such stakeholders on the customer side.
• Easily understands complex situations and moves quickly to solutions by asking wise and educated questions.
• Result-focused with a high energy level.
• Creative and problem-solving mindset
• Very good communication and presentation skills (verbal and written).

Interpersonal skills

Our core values are essential to us; Trustworthiness , Passion , Agility and Team spirit . To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills.

• Ability to work with many different functions, cultures, and personalities.
• High level of integrity and personal maturity
• Flexible and able to cope with pressure and challenges applying situation-based leadership.
• Strategic and analytical with a ‘can-do’ mentality and collaborative approach
• Professional, act with integrity, and take responsibility for your work and actions.
• Open, honest, and transparent in your communication
• Pragmatic, creative, and solution-oriented approach to how you perform work within the areas of your responsibility.
• Strive to be agile, and fast, propose big ideas, and follow through.
• Well-developed customer and service orientation towards colleagues and partners

Relevant work experience and education

• Minimum of 10 years’ commercial and/or operational experience in the airline cargo or logistics industry. Airline commercial experience in pharma sales/handling is preferred.
• 4-year degree or equivalent required. A master’s degree is preferred.
• Minimum of 10 years’ experience of which a minimum of 2-3 years in a senior management capacity as a manager of commercial sales staff, budget, and team strategy

Location & Travel

• Based in the United States near a major airport, or in any European country where we have a legal entity (France, Germany, Netherlands, Sweden, Switzerland, UK) 
• Requires significant traveling to meet customers, and team members, attend conferences, and support business growth.

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