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

Collins Aerospace, a unit of United Technologies Corp. (NYSE: UTX), is a leader in technologically advanced and intelligent solutions for the global aerospace and defense industry. Created in 2018 by bringing together UTC Aerospace Systems and Rockwell Collins, Collins Aerospace has the capabilities, comprehensive portfolio and expertise to solve customers’ toughest challenges and to meet the demands of a rapidly evolving global market.

We are currently hiring a Head of Account Management (APAC) to join our Avionics division, specifically our Airport Systems Sales team. With a global presence at more than 170 airports, Collins Aerospace helps airports meet and exceed those expectations. We offer integrated and intelligent solutions for passenger processing and facilitation, airport operations and baggage management. And with a reputation as a master communications network integrator, we understand the flow of the airport is the flow of the industry.

Job Summary

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 2-5 direct reports. This position can be base out of Singapore or location within Asia Pacific which has our legal entity can be considered.

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