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