Account Manager, Corporate Sales - based in Melbourne (Airlines)
MindMerge
Melbourne VIC, Australia
Published today
Airline
Full Time
Job Description
Our client is one of the leading multinational conglomerates.
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 accounts performance, negotiating preferred agreements, and leveraging our global network to drive new business and develop senior-level relationships within the customer base.
Key Accountabilities:
1. Account Management & Revenue Growth Manage and service our corporate and TMC accounts as assigned by the Manager, Corporate Sales.
Our client is one of the leading multinational conglomerates.
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 accounts performance, negotiating preferred agreements, and leveraging our global network to drive new business and develop senior-level relationships within the customer base.
Key Accountabilities:
1. Account Management & Revenue Growth Manage and service our 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.
- Propose financial packages within internal 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 the airlines' value proposition to differentiate offerings and successfully close deals while ensuring mutual value.
- 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.
- 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.
- 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.
- Bachelor's degree in Business, Marketing, or a related field, with at least 5 years of experience in corporate account management, preferably within the travel or aviation industry.
- Experience in B2B sales and corporate travel management, with a strong understanding of airline industry practices and related technologies.
- Strong knowledge of airline products and services, both international and domestic.
- Proven experience in delivering high-quality customer service.
- Experience in developing and executing sales and account management programs to drive revenue growth.
- Ability to work accurately and efficiently under pressure to meet customers' expectations.
- Demonstrated ability to build strategic partnerships and manage key client relationships.
- Strong ability to identify customer needs and translate them into commercial opportunities.
- Good understanding of the Australian travel industry.
- Strong commercial acumen, with the ability to solve complex business challenges.
- Excellent negotiation, communication, presentation, and interpersonal skills.
- Strong analytical, planning, and problem-solving capabilities.
- Strong analytical mindset with the ability to leverage data for decision-making.
- Sound judgment and decision-making ability.
- Self-motivated with a positive attitude.
- Excellent written and verbal communication skills in English.
- Willingness to travel domestically and internationally.
- Flexibility to work outside business hours, including weekends when required.
- Strong planning and project management skills.
- Proficient in Microsoft Office applications.
- Valid Australian driver's license.