Job Title
Account Manager, Corporate Sales (Sydney)
Reports 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 revenue targets. Key responsibilities include negotiating and managing corporate airfare agreements, maintaining strong client relationships to drive market share and revenue growth, and acquiring new corporate accounts as directed. The role also involves analyzing account performance, negotiating preferred agreements, and leveraging Malaysia Airlines’ global network to drive new business and develop senior-level relationships within the customer base.
Key Accountability
- Account Management & Revenue Growth
- Manage and service Malaysia Airlines’ corporate and TMC accounts as assigned by the Manager, Corporate Sales.
- Drive client retention while growing existing and target accounts within the portfolio.
- Prioritize accounts based on potential, profitability, and likelihood of success, maintaining a strong sales pipeline to maximize productivity.
- Achieve revenue and market share targets through effective account management and sales execution.
- Commercial Strategy Execution & Deal Management
- Propose financial packages within Malaysia Airlines’ commercial guidelines, or provide strong justification for deviations through appropriate approval channels.
- Negotiate preferred supplier agreements and manage corporate airfare contracts.
- Respond effectively and in a timely manner to all tender/RFP requests.
- Clearly articulate Malaysia Airlines’ value proposition to differentiate offerings and successfully close deals while ensuring mutual value.
- Account Planning & Performance Management
- Develop and execute account plans in consultation with the Manager, Corporate Sales, including strategies for retention, growth, and conversion.
- Conduct regular account performance reviews and benchmarking to ensure competitiveness, with formal reviews at least biannually.
- Monitor and analyze account performance against revenue and market share targets, and implement improvement plans where required.
- Market Intelligence & Business Development
- Gather and report relevant market and competitor intelligence with direct implications on revenue performance.
- Identify and pursue new business opportunities, working with relevant stakeholders to implement and track outcomes.
- Coordinate and execute sales and promotional activities with TMCs and online travel agents (OTAs).
- Provide recommendations on sales programs, corporate sales strategies, and commercial initiatives, including post-implementation performance tracking.
- Market Intelligence & Business Development
- Build and maintain strong relationships with key stakeholders across corporate accounts, TMCs, and internal teams.
- Maintain regular engagement with clients via email, telephone, and face-to-face meetings, ensuring timely resolution of issues.
- Collaborate with internal stakeholders and the wider commercial team to drive revenue outcomes.
- Partner with codeshare carrier Corporate Account Managers to develop and implement joint strategic initiatives.
