Synopsis
The Sales Account Manager will be responsible for managing, retaining and growing a portfolio of indirect accounts across an assigned sales territory, in line with direction from the General Manager AUNZ. This role will own the development and execution of account development plans, with a strong focus on agent retention, growth of existing relationships, and the acquisition of new indirect account leads. You will regularly analyse portfolio and territory performance, providing clear, actionable insights and feedback to the leadership team on a weekly basis or as required.
In addition, the role will drive new business revenue by leveraging Etihad’s online and virtual network and strong global market position, while building broad, senior-level relationships across the customer base and within Etihad. Acting as Etihad’s in-market representative for the assigned territory, the Sales Account Manager will play a key role in strengthening brand presence, commercial partnerships, and long-term revenue growth.
Accountabilities
- Manage and service Etihad account portfolio within assigned territory as determined by the General Manager AUNZ.
- Propose revenue generating ROI driven sales activities within dealing guidelines or provide solid justification if outside guidelines via Regional Manager or General Manager.
- Create account development plans in consultation with the National Partnership Manager for all managed accounts. This will include formulating individual account strategies for retention, growth or market share conversion and also actively reviewing the monthly management information reporting for individual accounts in line with market share and revenue targets.
- Undertake analysis of industry account performance for formal account reviews, which must be conducted at a minimum biannually, in consultation with the Account.
- Identify and report key market intelligence which will have a direct impact on our revenue.
- Ensure timely and appropriate response to all market segment new business 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.
- Maintain a detailed understanding of Etihad network (online and offline), product, digital technology offering and ancillary products & services.
- Have a sound understanding of our joint venture products, services and benefits.
- Partners with codeshare carrier Sales & Account Managers develop, implement and manage strategic partnership programs with key trade partners to drive revenue growth and awareness of all relevant carrier’s routes and the broader Etihad global network.
- 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.
- 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 sale while ensuring mutual value.
- Coordinates/implements promotion/sales activities/initiatives with industry accounts and online travel agents (OTAs) within their portfolio contributing to the overall revenue and share targets.
- 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.
- Work collaboratively with wider commercial team including General Manager and HQ teams to drive and achieve outcomes focused on PRASK and revenue growth.
- Comply with all safety procedures and practices in the workplace and actively support the Etihad Group Safety Culture and safety reporting processes.
- Comply with Etihad Corporate and Divisional Service Standards.
Education & Experience
- Bachelor's degree with 3 years of relevant experience
- Desmostrated 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.
