Reporting to the SVP – Commercial, the VP – Account Management is responsible for managing and strengthening relationships with existing clients to ensure high levels of satisfaction, retention, and long-term revenue growth. This role is instrumental in delivering service excellence, optimizing contract performance, and acting as the strategic point of contact for key accounts.
In addition to account oversight, the VP will actively contribute to commercial growth by identifying and pursuing upsell, cross-sell, and renewal opportunities within the existing client base. By aligning client needs with GANS's evolving solutions and service offerings, the VP plays a pivotal role in maximizing account value and supporting the company's overall business development objectives
The role requires a strong customer-first approach combined with commercial acumen, ensuring client success while driving account-level profitability and expansion.
Duties & Responsibilities
Client Relationship Management
- Serve as the primary point of contact for assigned clients — both new and existing — ensuring a seamless onboarding experience and ongoing client satisfaction.
- Build strong, long-term relationships with stakeholders across client organizations, ensuring proactive communication and issue resolution.
- Facilitate regular contract review meetings with clients and internal departments to ensure alignment, performance, and delivery excellence.
Commercial Growth Within Accounts
- Identify and pursue upsell and cross-sell opportunities within existing and newly acquired accounts.
- Collaborate with business development and technical teams to tailor proposals and solutions that align with client needs and increase account revenue.
- Monitor contract performance and proactively propose enhancements or expansions to existing services.
Account Strategy &Planning
- Develop and maintain strategic account plans for key clients, outlining growth potential, service evolution, and client engagement strategies.
- Ensure alignment between client objectives and GANS's service delivery and innovation roadmap.
Client Feedback & Service Improvement
- Establish mechanisms to gather, analyze, and act upon client feedback.
- Collaborate with cross-functional teams (operations, delivery, technical) to resolve issues, implement improvements, and enhance overall client experience.
Commercial & Contractual Oversight
- Participate in commercial discussions including renewals, amendments, and contract negotiations, ensuring alignment with GANS's financial and strategic goals.
- Work with legal and commercial teams on agreements such as NDAs, renewals, and service-level changes.
Market Awareness & Innovation
- Stay informed on industry trends and evolving client needs to ensure GANS maintains relevance and competitive advantage.
- Provide client insights to internal teams to support product and service innovation.
KPI Tracking & Performance Management
- Track key performance indicators (KPIs) for client accounts and report on revenue performance, satisfaction scores, and growth targets.
- Support the SVP – Commercial in budgeting, forecasting, and reporting activities for account related revenues.
Educational Qualification
Bachelors / Master's Degree in business administration, economics, marketing or engineering.An advanced degree (Master's Degree) in business administration (preferred)
Experience:
- Minimum of ten 8- 10 years commercial management experience (5 of which should have been in a similar role in the Aviation industry)
- 5- years of experience working in senior management roles
- 15 - 20 years Experience in private or international organizations related to the aviation industry such as related air navigation service providers
- Extensive sales, marketing and consultancy experience in the ANS or wider Aviation industry
- Extensive experience of latest trends and technological disruptions within the AirNavigation industry
Special Technical Skills:
- Proficient verbal and written skills in English (Arabic would bean added advantage)
- IT Skills: Microsoft Office/ Microsoft Projects
- Bid Management
- Project/Programme Management
- Risk Management
- Finance Management
