Key Account Manager

About the job

POSITION SUMMARY

The Key Account Manager leads strategic customer relationships with a focus on the FBO market. This role supports company growth by driving account expansion customer retention and aftermarket/MRO revenue through strong relationship management commercial leadership and effective coordination of internal resources.

The position serves as the primary owner of assigned key accounts ensuring customer objectives are understood and translated into actionable account strategies. Rather than acting as a deep technical authority this role focuses on value-based selling solution alignment and deal execution leveraging internal subject matter experts as needed.

As part of a high-growth agile organization this individual will take on meaningful responsibility from day one and gain broad exposure to how strategic account management customer experience and cross-functional collaboration directly impact business performance.

This role works closely with the leadership team most notably the VP of Business Development as well as Sales Operations Parts & Service Engineering Finance and Product teams to ensure customer success and sustainable growth.

How You Will Contribute:

Strategic Account Management

• Build develop and maintain strong long-term relationships with key airline FBO MRO and third-party customers
• Serve as the primary point of contact and overall owner for assigned key accounts
• Develop and execute strategic account plans aligned with customer objectives and company growth goals
• Drive sustainable revenue growth through upselling cross-selling account expansion and aftermarket/MRO opportunities
• Ensure high levels of customer satisfaction retention and loyalty
• Monitor account performance KPIs and profitability proactively addressing risks and issues

Commercial Growth & Deal Execution

• Identify qualify and advance sales opportunities in collaboration with the VP of Business Development
• Support RFPs tenders and commercial proposals by coordinating inputs from internal teams
• Prepare forecasts account reviews and executive-level presentations for internal leadership and customers
• Resolve customer issues and escalations in a timely and professional manner
• Value Translation & Customer Enablement
• Translate product and service capabilities into clear operational and financial value propositions
• Support customer discussions related to ROI lifecycle cost and total cost of ownership using established tools and internal expertise
• Participate in customer presentations and demonstrations engaging technical or operational SMEs as needed
• Ensure solutions align with customer operational needs and long-term business objectives

Cross-Functional Collaboration

• Partner closely with Sales Marketing Parts & Service Operations Finance Engineering and Product teams to ensure seamless service delivery
• Act as a bridge between customer decision-makers and internal operational and technical resources
• Coordinate technical responses for customer inquiries and proposals rather than serving as the primary technical expert
• Share competitive market and customer insights to inform solution and service development

What Sets You Up for Success:

• Bachelors degree in Business Marketing Aviation Management or related field preferred
• Demonstrated experience in key account management sales business development or customer-facing roles
• Experience working with airline FBO MRO aviation services or industrial B2B customers preferred
• Strong relationship-building communication and presentation skills
• Ability to translate customer needs into commercial solutions without requiring deep technical specialization
• Proven ability to manage multiple priorities in a fast-paced growth-oriented environment
• Willingness to travel domestically and internationally as required
• High level of organization accountability and follow-through
• Adaptability persistence and comfort operating in a dynamic business environment

Who We Are and What We Offer:

Global Ground Support is a leading innovator in aviation Ground Support Equipment (GSE). From deicing trucks to catering service vehicles our equipment plays a vital role in every flights journey. Based in Olathe KS and part of the Air T (NASDAQ) family of companies we have been an industry leader for more than 28 years.

Experience a workplace where collaboration is at the core of our culture. We offer competitive compensation and a comprehensive benefits package along with a strong track record of promoting talent from within. Benefits include medical dental vision life and disability coverage wellness programs a robust 401(k) plan tuition reimbursement performance bonuses and more.

We are not utilizing third-party recruitment services.