Regional Account Manager, Chinese Customers

About Swissport

We are a global leader in sustainable and responsible airport services provision, renowned for our unwavering commitment to safety, operational excellence, and exceptional service, shaping a future where air travel thrives on reliability, efficiency, and experience.

In 2023, with the support of more than 60,000 colleagues, Swissport provided best-in-class airport ground services for some 232 million airline passengers and handled roughly 4.7 million tons of air freight at 115 cargo centres. Across a global network that is unparalleled in the industry, Swissport served airlines at 286 airports in 44 countries across six continents.

The culture of Swissport is shaped by our corporate values, which guide our actions and decision-making processes. These values are at the core of our culture, shaping our business and underpinning our commitment to measuring our impact. They capture the essence of who we are at Swissport and help us deliver value across the entire company.

"Show You Care" underlines that our actions are perceived and valued from the perspective of the people around us. So, whatever we do, we do it purposefully and consciously, taking in the perspective of our colleagues, customers, and passengers.

“Doing the right things” means that we do the things that are valuable to our colleagues, customers, and passengers. We are trained to do this safely and trusted to do the right thing in any given situation.

"Win as a Team" highlights the importance of teamwork. Either we win as a team, or we fall as individuals. Together, we can surpass ourselves and handle any situation.

These values capture the essence of who we are and our unwavering commitment to excellence, and give actionable guidance for individual behaviour of employees, leaders, and executives, serving as a compass for how to act and deliver.

Job Summary

We are looking for a talented and skilled Global Key Account Manager to lead the development and execution of the commercial strategy for one or several the company’s largest and most important customers.

You will focus on the successful implementation and delivery of agreed customer programs and projects globally, by ensuring that the execution of such services fulfil the customer promise at a country and cluster (region) levels, in line with the established plan.

Additionally, you will identify, mature and gain new revenue opportunities within your assigned customer(s), define the “Win-plan” for each proposal, serve as the overall proposal champion and negotiate the required contractual terms and conditions, according to company guidelines and stakeholder approvals; you will manage all contract renewal processes.

The ideal candidate should be comfortable developing and maintaining long-term relationships with high-ranking and key staff within the customer’s organization and have the ability to translate their business requirements into an actionable service roadmap for Swissport.

The goal is to contribute towards sustaining all existing business and accelerating our new business growth to achieve long-term success.

Job Responsibilities

• Lead the CEMEA regional commercial strategy process for a defined Chinese customer(s) by aligning the customer requirements with Swissport’s regional capabilities and service offering
• Serve as the “voice of the customer” to bring together the appropriate internal stakeholders to support retaining existing business and to accelerate revenue growth
• Act as customer (airline) key account central point of contact (PoC) across the region and business lines
• Organize, prepare and lead client meetings (regular and ad-hoc) and interactions
• Organize, provide input and prepare meetings of Swissport leadership with the airlines
• Manage together with the country commercial managers the tender processes for the Chinese carriers and support the contract negotiations.
• Represent Swissport at conferences and events in the region for the Chinese customers.
• Support the Marketing and Communication teams with announcements and posts in Chinese in the relevant Chinese platforms.
• Closely liaise with China cargo office on potential new customers via regular exchange

Qualifications and Competencies

• University degree, with post-graduate degree a plus.
• In-depth industry know-how, preferably in aviation (airline, ground handling, cargo or logistics)
• Min. 7 to 10 years of proven experience as Key Account Manager or Commercial Manager (or in a similar role) in an international and matrix organisation
• Familiarity with CRM tools (e.g. Salesforce) would be a plus
• Strong relationship-building capabilities to all internal and external key decision makers and influencers
• Ability to become a brand ambassador and excels in working in a dynamic, fast paced and evolving commercial environment
• Highly goal oriented, assertive and a hands-on problem solver
• Strong communication and interpersonal skills
• Ability to manage several accounts simultaneously
• Strong command of English as the corporate language (written and verbal),
• Mandarin language is required
• Willingness to travel 30%.