Strategic Account Executive - Airlines (MRO) - Atlanta, GA

The Strategic Account Executive is responsible for managing and growing relationships with key airline clients in the MRO (Maintenance, Repair, and Overhaul) sector. This role focuses on delivering tailored solutions for one of our key airline clients, ensuring exceptional service delivery, and driving business growth through strategic account management. The Executive will act as the primary point of contact for senior-level airline executives, providing consultative support and identifying opportunities for expanding MROH’s suite of services.

Key Responsibilities:

• Strategic Account Management:
• Serve as the primary liaison between a US-based airline and MROH, ensuring client needs are met and service expectations are exceeded.
• Manage the portfolio of a US-based airline, ensuring long-term relationships and customer satisfaction with MROH services.
• Develop and implement strategic account plans to drive business growth, improve customer retention and satisfaction, and optimize service delivery.
• Relationship Building & Client Retention:
• Cultivate strong, long-lasting relationships with senior executives and key stakeholders within the airline organization.
• Conduct regular performance reviews with the client, gathering feedback and ensuring that services are being delivered to the highest standards.
• Monitor and resolve any service or operational issues, ensuring continuous improvement in the client relationship.
• Consultative Support & Technical Expertise:
• Provide expert guidance to client on MRO services, technologies, and best practices to help them optimize fleet maintenance and reduce operational downtime.
• Work closely with internal technical and engineering teams to offer customized MRO solutions, such as scheduled maintenance programs, parts replacement, and emergency repairs.
• Stay informed on the latest aviation regulations, technologies, and industry trends to deliver informed and proactive advice to the client.
• Sales Forecasting & Reporting:
• Prepare and manage sales forecasts and pipeline reports for the client account, ensuring accurate tracking of opportunities and progress.
• Analyze sales and performance data to identify opportunities for improvement, operational efficiencies, and new business initiatives.
• Provide regular updates to senior leadership regarding account performance, challenges, and growth potential.
• Collaboration with Internal Teams:
• Collaborate with internal teams, including operations, logistics, engineering, and customer service, to ensure seamless service delivery and satisfaction for the client.
• Support coordination of MRO services such as routine maintenance, overhauls, and technical support to align with airline schedules and operational needs.
• Market Insights & Industry Leadership:
• Represent the company at industry events, conferences, and customer meetings, building brand awareness and fostering relationships within the aviation sector.
• Monitor industry trends, regulatory changes, and technological advancements within the aviation and MRO sectors to provide clients with the latest insights and solutions.
• Business Development & Revenue Growth:
• Identify and pursue new business opportunities within existing accounts, including upselling additional MRO services, maintenance solutions, and long-term contracts.
• Lead negotiations for major contracts and service agreements with airline, ensuring mutually beneficial terms.
• Develop tailored proposals and presentations that align MRO solutions with the specific needs and operational goals of our clients.

Qualifications:

• Education:
• Bachelor’s Degree in Business, Aviation, Engineering, or a related field (preferred).
• Experience:
• Minimum of 7-10 years of experience in account management, business development, or sales, ideally in the MRO or aviation sector.
• Proven track record of managing strategic airline accounts and driving business growth in the MRO industry.
• Experience negotiating large contracts and managing complex relationships in a technical or service-oriented environment.

o   Understanding of Aircraft Maintenance Programs, maintenance check process and flow, engineering support, and technical publications.

• Skills:
• Demonstrated expertise in financial analysis, budgeting, forecasting, and financial reporting, enabling informed decision-making based on an understanding of key financial metrics and market trends.
• Excellent communication, presentation, and negotiation skills, with the ability to interact with senior executives both internal and external.
• Deep understanding of MRO services, airline fleet management, maintenance processes, and regulatory requirements.
• Strong analytical and problem-solving skills to address client concerns, optimize service offerings, and identify growth opportunities.
• Proficiency in CRM software, Microsoft Office Suite (Excel, PowerPoint, Word), and other sales management tools.

Preferred Qualifications:

• Experience working with large commercial airlines or in the aviation MRO industry.
• Familiarity with aircraft maintenance schedules, parts procurement, and aviation safety standards and certifications.

Working Conditions:

• Co-located at the headquarters of a US-based airline in Atlanta, GA, with frequent travel to support customers at various MROH maintenance locations. Other travel to include business-related meetings, industry events and conferences.
• Ability to work in a fast-paced, deadline-driven environment with multiple competing priorities.

Compensation:

• Competitive base salary with performance-based bonuses and incentives.
• Comprehensive benefits package including medical, dental, retirement plan, and additional perks.