What are the responsibilities and job description for the Key Account Manager - Winter Operations position at Integrated Deicing Services, LLC?
Key Account Manager - Winter Operations
Inland Deicing Services, LLC is the world's premier airport environmental services company specializing in the management and processing of glycol effluent generated from aircraft deicing. We also focus on the safe, efficient, and professional delivery of deicing and anti-icing services to our carrier customers.
Our employees receive the following, based on position and eligibility requirements:
- Insurance - health, dental, and life
- 401(k) retirement plan with company match
- Employee Assistance Program
- Employee discounts
- Competitive wages
- Flexible schedule
- Advancement opportunities
- On-the-job training
- DailyPay
Position Overview:
The Key Account Manager (KAM) – Winter Operations is responsible for retaining and growing existing airline and airport partnerships, with a strong focus on contract performance, customer satisfaction, and renewal success. This role ensures operational excellence during the winter season while building long-term, strategic client relationships. The KAM is accountable for achieving contract renewal rates of 95% across assigned accounts.
The Key Account Manager works closely with the Vice President of Sales and Marketing, operational leaders, and technical teams to develop proposals, respond to RFPs, and expand the company’s winter services portfolio.
Essential Duties and Responsibilities (Including but not limited to):
Account Retention & Growth
- Own and manage relationships with assigned airline and airport clients
- Drive contract renewals with a target of 95% retention
- Identify opportunities to expand scope of services within existing accounts
- Develop account plans for each key customer
Customer Relationship Management
- Act as the primary point of contact for all client-related matters
- Build strong, trust-based relationships with stakeholders
- Conduct regular business reviews and seasonal planning meetings
- Ensure high customer satisfaction and engagement
Operational Alignment & Delivery
- Partner with station and operations leaders to ensure service delivery meets contractual commitments
- Support winter readiness planning
- Monitor operational performance during peak periods
Performance & Contract Management
- Track KPIs and SLAs
- Ensure compliance with contractual obligations
- Lead post-season reviews and continuous improvement
Issue Resolution & Escalation
- Act as escalation point for customer concerns
- Lead timely resolution of issues
- Maintain proactive communication during disruptions
Financial & Commercial Oversight
- Understand contract financials
- Support billing accuracy
- Identify profitability improvements
Qualifications & Experience:
- 5 years in account management or aviation services
- Experience managing existing client portfolios
- Knowledge of airline/airport operations
- Seasonal operations experience preferred
- Strong RFP and negotiation skills
- Ability to travel extensively across North America.
Required Skills and Competencies:
- Excellent communication and coordination abilities.
- Intermediate computer skills with working knowledge of Microsoft programs (Word, Excel and Outlook).
- Problem-solving and decision-making capability under operational pressure.
- Sales pipeline management, proposal development and negotiation skills.
- Ability to read, write, speak and communicate effectively in English.
Travel:
Position requires extensive domestic and international travel, possibly on short notice, to meet immediate business needs.