Position Title
Account Manager, Corporate Sales (Melbourne)
Report To
Manager, Corporate Sales (Australia)
Position Summary
This role is responsible for managing, retaining, and growing a portfolio of direct corporate and Travel Management Company (TMC) accounts, with a focus on achieving profitable sales revenue targets. Key duties include negotiating and managing corporate airfare agreements, maintaining strong sales and relationship management to drive market share and revenue growth, and acquiring new corporate accounts as directed. The role also involves analyzing account performance, negotiating preferred discounts, and leveraging Malaysia Airlines’ global network to drive new business revenues and develop senior-level relationships within the customer base.
Key Accountability
- Manage and service Malaysia Airlines’ corporate and TMC accounts, ensuring retention, growth, and new business conversion.
- Develop account plans and strategies in consultation with leadership, supported by performance reviews and market share analysis.
- Propose and negotiate financial packages and preferred supplier agreements within guidelines, escalating where needed.
- Conduct formal account reviews, benchmarking performance and ensuring competitiveness.
- Handle RFPs and tenders, ensuring timely and accurate responses.
- Maintain regular, proactive communication with key client contacts, resolving issues promptly.
- Build strong internal and external relationships, enhancing collaboration and customer satisfaction.
- Collect, analyse, and report competitor and market intelligence to inform revenue strategies.
- Identify, implement, and monitor new business opportunities in coordination with colleagues and partners.
- Collaborate with codeshare carriers and trade partners to develop joint programs that drive revenue and network awareness.
- Maintain a prioritised sales funnel, focusing on high-potential accounts to maximise productivity.
- Contribute to corporate sales initiatives, promotions, and programs, providing recommendations and analysing outcomes.
- Support wider commercial and strategic activities (planning, budgeting, performance analysis) in partnership with leadership.
- Ensure compliance with safety, service, and corporate standards, while upholding Malaysia Airlines’ values.
Qualification & Working Experience
- A bachelor's degree in business, marketing, or a related field
- At least 5 years of experience in corporate account management, preferably within the travel or aviation industry, is required
Areas of Experience
Experience in B2B sales, corporate travel, or related fields. A good experience of the airline industry, corporate travel management, and related technologies is essential.
Personality Traits / Skill and Knowledge
- Extensive knowledge of airline products and services, both international and domestic.
- Strong knowledge of the Australian and New Zealand travel industry.
- Proven experience in developing, implementing, and managing account sales and marketing programs to drive revenue outcomes.
- Ability to accurately diagnose client business needs and translate them into opportunities and tailored solutions.
- Demonstrated success in building strategic partnerships and maintaining exceptional relationships with corporate accounts.
- Strong commercial acumen, with the ability to strategically solve complex business issues.
- Excellent negotiation, communication, presentation, and interpersonal skills.
Must have own car and a current Australian driver’s licence
