Global Account Director, Gateway Services Key Accounts

Job description

Job Title: Global Account Director, Gateway Services Key Accounts

Job Location: Not Applicable

About Us

SATS is Asia's leading provider of food solutions and gateway services.

Using innovative food technologies and resilient supply chains, we create tasty, quality food in sustainable ways for airlines, foodservice chains, retailers and institutions.

With heartfelt service and advanced technology, we connect people, businesses and communities seamlessly through our comprehensive gateway services for customers such as airlines, cruise lines, freight forwarders, postal services and eCommerce companies.

Fulfilling our purpose to feed and connect communities, SATS delights customers in over 55 locations and 14 countries across the Asia Pacific, UK, and the Middle East.

SATS has been listed on the Singapore Exchange since May 2000.

For more information, please visit

Job Description:

About Us

Headquartered in Singapore, SATS Ltd.

is one of the world's largest providers of air cargo handling services and Asia's leading airline caterer.

SATS Gateway Services provides airfreight and ground handling services including passenger services, ramp and baggage handling, aviation security services, aircraft cleaning and aviation laundry.

SATS Food Solutions serves airlines and institutions, and operates central kitchens with large-scale food production and distribution capabilities for a wide range of cuisines.

SATS is present in the Asia-Pacific, the Americas, Europe, the Middle East and Africa, powering an interconnected world of trade, travel and taste.

Following the acquisition of Worldwide Flight Services (WFS) in 2023, the combined SATS and WFS network operates over 215 stations in 27 countries.

These cover trade routes responsible for more than 50% of global air cargo volume.

SATS has been listed on the Singapore Exchange since May 2000.

For more information, please visit

Why Join Us

At SATS, people are our greatest asset and we build our success on the knowledge, expertise and performance of every contributor, by embracing diversity and uniqueness.

As part of our holistic approach and commitment to embracing FAM (Fulfilling, Appreciated, Meaningful) in the workplace, we offer the runway to develop Fulfilling careers that foster your career growth, recognising and Appreciating the strength of talent and capabilities that we continue to build internally; and inspiring and encouraging each other to make Meaningful contributions in the work we do at SATS.

Key Responsibilities

The Global Account Director is the centralized, single point of commercial contact for a group of assigned global accounts.

They are responsible to create and implement a customer development plan that maximizes revenue for SATS/WFS, leads to a strong strategic win-win partnership between us and our global accounts and increases customer stickiness.

The role reports directly to the Head of Commercial for Gateway Services, and will be based in either Dubai, Europe or India.

Key Responsibilities

• Create and implement a multi-year Customer Development Plan for each global account in close co-ordination with internal stakeholders as well as the assigned customers.
  
  
• Maximize revenue opportunities from the assigned customers.
  
  Create new opportunities focused on SATS/WFS core products and explore potential new revenue streams.
  
  
• Conduct regular QBRs, using them as an opportunity to enhance our strategic partnership and build new business in addition to reporting professionally on our SLAs/KPIs.
• Work closely with regional and local P&L owners, regional and local commercial teams to ensure that our approach and interaction with global accounts is well aligned and has the support of the regional and local teams.
  
  
• Develop key commercial contacts within the countries so that they become part of the extended account team serving our key accounts.
  
  

Communicate account strategies clearly and regularly within the organization, build support for the assigned accounts from all key functions such as Ops, IT, Finance, etc.
- Keep pipeline and account management activities up to date through the provided pipeline management tools/CRM system.

Act as the escalation point for major issues/complaints from the assigned customer group.

Co-ordinate internally to resolve such issues and respond promptly to customers to close out the complaints.
- Ensure that the global customer contracts database is up to date, ensure the organization is proactively working on key renewals and orchestrate the internal resources, communication and support required to ensure key contracts are renewed with a win/win outcome.
- Work closely with the regional P&L and commercial teams on the annual target setting process for the global account program, ensuring alignment and buy-in on the targets.

Key Requirements

• Minimum 5 years of global account management experience in the airline or cargo handling industry.
  
  
• Excellent track record of delivering high revenue growth of assigned accounts and increasing customer stickiness through strategic initiatives.
  
  
• Excellent, proven relationships with key decision makers at airlines
• Extensive working experience in a matrix environment between functional and P&L, the ability to build organizational relationships to meet customer goals.
  
  
• Excellent communication & presentation skills, experience working and communicating with senior leaders
• Deep understanding of global sales processes, global account workflow and experienced with using CRM systems
• Operational working experience in cargo handling and understanding of customer issues
• Based in Dubai, Europe, or India.
  
  

Required Skill Profession

Other General