Job Summary
The Key Account Manager (KAM) is responsible for managing and developing strategic customer relationships within the aviation Ground Support Equipment (GSE) sector. This role focuses on maintaining long-term partnerships, identifying business opportunities, supporting contract management, and ensuring high levels of customer satisfaction and revenue growth.
The KAM serves as the primary point of contact for key airline, airport, and aviation service provider accounts.
Key Responsibilities
- Account Management
- Manage and maintain strong relationships with key customers (airlines, ground handlers, airport operators)
- Act as the main point of contact for all commercial and operational matters
- Ensure customer satisfaction and timely resolution of issues
- Conduct regular customer meetings and business reviews
- Business Development
- Identify opportunities to grow existing accounts and generate new business
- Promote leasing, rental, maintenance, and sale of Ground Support Equipment
- Prepare and present commercial proposals and quotations
- Negotiate contracts, pricing, and service agreements
- Contract and Commercial Management
- Manage contract lifecycle including renewal, amendments, and extensions
- Ensure compliance with contractual terms and service level agreements
- Monitor account performance, profitability, and revenue targets
- Operational Coordination
- Work closely with operations, maintenance, and technical teams to ensure service delivery
- Follow up on equipment availability, delivery, and maintenance issues
- Support resolution of operational or service-related concerns
- Reporting and Planning
- Prepare sales reports, forecasts, and account plans
- Monitor market trends and competitor activities
- Maintain accurate records in Customer Relationship Management (CRM) system
- Additional Responsibilities:
- Promote GSE leasing solutions
- Manage fleet replacement and renewal discussions
- Coordinate with technical team on maintenance planning
- Support tender submissions
Key Performance Indicators (KPIs)
- Revenue growth
- Customer satisfaction
- Contract retention rate
- New business secured
- Account profitability
Requirements
Education
- Bachelor's Degree in Business Administration, Engineering, Aviation Management, or related field
Experience
- Minimum 35 years of experience in:
- Key Account Management, or
- Sales / Commercial role
- Experience in aviation, Ground Support Equipment, leasing, or industrial equipment is highly preferred
Skills And Competencies
- Strong communication and negotiation skills
- Excellent relationship management skills
- Commercial and business acumen
- Problem-solving ability
- Ability to work independently
- Good presentation skills
- Technical Advantage (Preferred)
- Knowledge of Ground Support Equipment (GSE)
- Experience dealing with airlines and airport operators
Working Conditions
- Office and airport environment
- Travel may be required
- Regional exposure (if applicable)
Our Company
At TCR Group, we are committed to revolutionizing the aviation industry by providing integrated solutions for Ground Support Equipment (GSE). Our services include GSE rental, leasing, and maintenance.
With headquarters near Brussels and a team of 1800+ employees, we operate globally across over 200 airports in America, Europe, Asia Pacific, and the Middle East. Our dedication to excellence makes us a trusted partner for customers worldwide.
Do you think we could be a match We look forward to meeting you.
Ready for...
We encourage candidates to apply even if they do not meet all the requirements. Research shows that people from underrepresented groups often hesitate unless they meet every criterion. At TCR, we look for relevance, not perfection.
TCR International is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive workplace for all employees.
Please note that we do not accept unsolicited applications or inquiries from recruitment agencies.
