Synopsis
The Corporate Account Manager is responsible for managing, retaining, and growing a portfolio of direct corporate and Travel Management Company (TMC) accounts, with a strong focus on delivering profitable sales revenue against agreed targets. The role owns the negotiation, implementation, and ongoing management of Etihad for Business (EYB) agreements with direct corporate customers and through TMC partners, while managing day-to-day sales and relationship activity to drive market share, revenue growth, and performance at an agreed cost of sale.
In addition, the role plays a key part in acquiring new corporate EYB accounts in line with direction from the General Manager and Head Office. This includes analysing account performance, negotiating preferred discounts where required, and proactively driving new business by leveraging Etihad’s global brand, online and virtual networks, and senior-level relationships across the customer base and within the wider Etihad organisation.
Accountabilities
- Manage and service Etihad corporate & TMC accounts as determined by the General Manager AUNZ.
- Propose financial packages within Etihad dealing guidelines or provide solid justification if outside guidelines via Regional Manager, General Manager and/or Revenue Management Market Manager.
- Create account development plans in consultation with General Manager AUNZ for all managed accounts. This will include formulating individual account strategies for retention, growth or conversion and actively reviewing the monthly management information reporting for individual accounts in line with cabin split and revenue targets.
- Responsible for corporate client retention including growth of existing and target accounts within the portfolio.
- Benchmarking to ensure competitiveness of Etihad offers by undertaking analysis of account performance for formal reviews, which must be conducted at a minimum biannually, in consultation with the Account.
- Negotiate preferred supplier agreements and develop and execute plans for account performance and improvement, in addition to ensuring timely and appropriate response to all tender/RFP requests.
- Provide day to day interaction with key personnel within the account portfolio by maintaining regular contact with key personnel within each account via e-mail, telephone and face-to-face and ensuring timely responses to all customer requests and issues.
- Enhance, build and maintain relationships with internal and external parties to ensure that customer demands are understood and managed.
- Identify and report key market intelligence which will have a direct impact on Etihad revenue by collecting and reporting all appropriate competitor and market intelligence whilst interacting with clients/TMCs.
- Implement strategies for identified business opportunities and coordinates with relevant colleagues and department for implementation. Monitors the progress after implementation and analyzes results.
- Targets accounts based on potential, likely profitability and probability of success and prioritize time on the opportunities to maximize results. Maintains a sales pipline with opportunities to maximize productivity over the course of the year.
- Provides recommendations and suggestions on corporate programs, sales programs, strategies or initiatives to General Manager and Head of Global Sales Products & Programs for review. Coordinates and follows up on sales programs, strategy and initiative with a result analysis after implementation.
- Justify price and prevent customers from seeing Etihad offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering. Effectively closes deals while ensuring mutual value.
- Coordinates/implements promotion/sales activities/initiatives with TMCs and online travel agents (OTAs) within their portfolio contributing to the overall revenue and share targets.
- Assists the General Manager with all commercial activities inclusive of, but not limited to, strategic planning, account development, performance analysis, initiative development and implementation, internal and external coordination.
- Work collaboratively with wider commercial team including Regional Manager to drive and achieve outcomes focused on PRASK & revenue growth
- Comply with all safety procedures and practices in the workplace and actively support the Etihad Airways Group Safety Culture and safety reporting processes.
- Comply with Etihad Airways Corporate and Divisional Service Standards.
Education & Experience
- Bachelor's degree with 4 years of relevant experience in sales
- Extensive knowledge of airline products and services both international and domestic.
- Experience in superior customer service delivery.
- Experience in developing, implementing and managing account sales and marketing programs to drive improved revenue outcomes.
- Ability to work accurately and quickly under pressure to meet customer expectations.
- Able to build strategic partnerships and exceptional relationships with corporate accounts.
- Ability to accurately diagnose known and unknown account business needs and translate them into opportunities and appropriate offerings.
- Strong knowledge of the Australian & New Zealand travel industry.
- Strong understanding of business commercial acumen, including the ability to strategically solve complex issues.
- Strong negotiation, communication, presentation and interpersonal skills.
- Proven creative problem solving, with strong organization, planning, analytical and quantitative skills.
- Experience in financial planning and budgeting.
- Strong analytical skills to make positive use of broad range of data and information.
- Demonstrates sound judgment and decision-making ability.
- Self-motivated, and possesses a positive attitude.
- Excellent written and verbal communication skills in English.
- Ability and willingness to travel both domestically and internationally.
- Flexibility and willingness to work outside business hours and at weekends as required.
- Strategic planning and project management skills.
- Strong computer skills including a solid knowledge of Microsoft Office functionalities.
- Current Australian driver’s license.
About Etihad Airways
Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world’s leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad’s codeshare partners, Etihad’s network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. All this ties into Etihad’s ambitious Journey 2030 strategy. The airline plans to double its fleet size and triple the number of customers over the next six years as it sets out to be the airline everyone wants to fly!
To learn more, visit etihad.com
Recruitment Fraud Alert
Beware of fraudulent job offers from individuals or organizations claiming to represent the Etihad group. We will never ask for personal information, bank details, or payment during the recruitment process. Interviews are conducted face-to-face or via video/telephone before any formal offer. If you are asked for money, please treat it as fraudulent.
