Strategic Account Manager

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 includes 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.

• 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 for success

Our ideal candidate:

• Has a bachelor’s degree or similar level due to work experience within the industry and other professional (business) training,
• Has a minimum of 3 years’ experience in a similar role, preferably within the aerospace industry,
• Has a good command of English, verbal and written,
• Preferably has knowledge of French and/or Arabic languages,
• Understands/has experience in African and North African 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,
• Can travel frequently, up to 50-80% of the time,
• Is championing and enacting our company values: Agility, Intelligence, Empathy, and Integrity.
• Candidates should reside and have the right to work in the countries where the role can be based: Netherlands, Germany, the United Kingdom or Spain. We do not offer relocation.

What do we offer:

• Fulltime employment,
• A challenging and dynamic (international) environment where you can develop yourself depending on your ambitions & interests,
• A salary which conforms to market standards and other benefits depending on your work location,
• Pension scheme,
• Great learning resources and access to a comprehensive E-learning system,
• Participation in our global profit-sharing plan and in our global Employee Stock Ownership Plan (ESOP),
• The opportunity to join a global company with enthusiastic and loyal employees.

About us

Proponent is the world’s largest independent distributor of commercial aircraft parts, serving the MRO, OEM and airline markets. With over 550 employees at 11 facilities worldwide, we think and operate on the global scale of aerospace. With over 45 years of experience, we work to simplify the aviation aftermarket needs with fast, reliable delivery of critical parts, and custom solutions to improve overall efficiency.

Proponent isn’t just a name, it’s our mission statement. We are committed to contributing to the success of our customers and suppliers.