Job Introduction

Frequentis Group with headquarters in Vienna is an international supplier of communication and information systems for control centres with safety-critical tasks. Worldwide, more than 500 customers in some 150 countries with more than 45,000 workstations already trust our know-how and proven experience. We're looking for an experienced Key Account Manager to join our team and drive growth in strategic accounts across Central and Latin America in the Air Traffic Management sector. The primary goal is to oversee and align business stakeholders to meet specific targets through the implementation of tailored strategies for key accounts. Key Account Management (KAM) involves focused sales, business development, and program management efforts with our key accounts. The key to success lies in cultivating enduring customer relationships, gaining a profound understanding of their business domain, and aligning with their strategic planning cycles.

Key Task

Following, your key responsibilities related to this position:
• Understanding customer budget allocation and procurement processes
• Cultivating and enhancing enduring customer relationships
• Representing Frequentis’ full solutions and services portfolio, generating an updated, multi-year sales funnel with cross and upselling opportunities
• Meeting business quotas and key objectives/metrics for assigned key accounts within a matrix organization (order intake, operating performance, contribution margin, customer satisfaction index)
• Overseeing program management to ensure timely and successful delivery of solutions and services
• Strategizing business development with key accounts, including identifying potential, advancing innovations, analyzing competition, and developing key account unique selling propositions (USPs)

Key Qualifications

• Good understanding of client relationship management and sales processes, demonstrated through prior roles as an Account Manager, Sales Manager, or similar positions
• Thorough understanding of Air Traffic Management or comparable safety-critical domains
• Strong commercial acumen and customer-centric approach, adept at collaborating across cultures and functions within a global organization
• Sound knowledge of business administration and experience in customer service management
• Solid experience with CRM software and MS Office, particularly MS Excel
• Proven ability to effectively communicate, present, and influence key stakeholders across all organizational levels, including executives and C-levels
• Leadership skills essential for navigating a matrix organization
• Possesses intercultural competence and is proficient in working within (virtual) teams
• International travel commitment is set at 50% for this role as well as proficiency in both Spanish and Englisch, German would be advantageous

Our Values

Rund 2.200 Frequentis Mitarbeiter:innen engagieren sich mit ihrer Innovationskraft und Technologieorientierung für eine sichere Welt. Unsere Kultur ist von Fairness und Vertrauen, gegenseitigem Respekt und Wertschätzung geprägt. Als internationales Unternehmen schätzen wir diese Vielfalt und rekrutieren unabhängig von Alter, Geschlecht, Ethnizität, sexueller Orientierung oder Religion. Wir legen Wert auf faire und gute Arbeitsbedingungen, eine optimale Work-Life-Balance und bieten all unseren Mitarbeiter:innen gleiche Entwicklungsmöglichkeiten. Dabei setzen wir auf langfristige Arbeitsbeziehungen, um das wertvolle Know-how unserer Mitarbeitenden stabil zu halten.