Synopsis
The National Partnership Manager will be responsible for driving new business and revenue growth by leveraging Etihad’s strong global brand, network, and market position. This role will focus on building and nurturing senior-level relationships across the customer base and within Etihad, working closely with the Australian commercial team to manage local relationships with designated strategic accounts across all indirect segments.
The role will own and manage national-level customer relationships and strategic partnerships at head office level, with a particular focus on establishing and optimising the Etihad product online across Australia and New Zealand to deliver against revenue, market share, PRASK, and cost-of-sale targets. In addition, the National Partnership Manager will support the Regional Manager and General Manager by coordinating with regional sales planning, Revenue Management, and relevant headquarters stakeholders on sales initiatives, project delivery, and broader business development activities.
Accountabilities
- Develops 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 pipeline with opportunities to maximize productivity over the course of the year.
- Understands the account segmentation strategy and customer profiles. Engage customers in discussion/diagnosis of account business needs (both known and unknown). Documents and validates customer needs prior to presenting solutions.
- Engages and leverages service and support channels within Etihad while personally providing the appropriate level of service. Collaborates with account services and support to identify new opportunities and needs.
- Provides recommendations and suggestions on corporate programs, sales programs, strategies, or initiatives to Regional Manager and General Manager review. Coordinates and follows up on sales programs, strategy and initiative with a result analysis after implementation.
- Justify price and prevent customer 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 e-commerce promotion/sales activities/initiatives with malaysiaairlines.com and online travel agents (OTAs) contributing to the overall revenue and share targets.
- Enforces a performance review process to evaluate sales programs, business initiatives, and strategies. Ensures that Sales Account Managers in the online markets are updated on performance and that review processes are in place to understand local performance, pricing and market conditions, focusing on driving revenue and share.
- Assists the General Manager AUNZ with all commercial activities inclusive of, but not limited to, strategic planning, account development, performance analysis, initiative development and implementation, internal and external coordination.
Education & Experience
- Bachelor’s degree, preferably with at least four years of relevant sales or commercial experience.
- Experience in developing, implementing and managing channel account sales and marketing programs to drive improved revenue outcomes at a national level.
- Able to build strategic partnerships and exceptional relationships with channel and 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, presentation and interpersonal skills.
- Proven creative problem solving, with strong organization, planning, analytical and quantitative skills.
- 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.
- 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.
