Manager Sales Global Accounts

Overview

Synopsis

This is an exciting time for Etihad. In line with our Vision 2030 we are in a growth phase and looking for an exemplary candidate to provide industry leading client relationship management. This senior position is responsible for managing a portfolio of Etihad’s most strategically important global and multinational accounts. The role will require working externally with clients at a senior level (up to C-Level), to build strong relationships and to build a strategic partnership aligned with Etihad’s strategy and profitability goals. Internally, the role will require working with a diverse stakeholder leveraging cross-departmental synergies.

Responsibilities

• Establish, develop and maintain business relationships with assigned portfolio and prospective clients to generate revenues and profitability for Etihad.
• Negotiate and manage global and multinational commercial agreements with assigned portfolio to ensure sales and profitability targets and budgets are met.
• Be Etihad’s global lead for multinational and multi-year RFPs and coordinate and enable other matrix sales participants.
• Communicate and meet regularly with relevant accounts to inform about new products and promotions to increase sales in order to reach the expected sales target.
• Be the face of Etihad — an ambassador for Etihad at industry events & Etihad events.
• Analyse the market and identify possible clients and qualify their revenue potential for Etihad, managing, developing and utilizing a solid sales pipeline of prospective accounts.
• Under direction and assistance from BDM, analyse own Global managed portfolio and products to identify opportunities for optimization, growth and strengthened strategic position through steering and segmentation.
• In collaboration with the business development function, offer COS, and overall economic and value modelling for portfolio, working within assigned COS budget and revenue targets.
• Create and deliver against a robust account strategy development plan, for all assigned accounts, by enabling other matrix sales participants.
• Act as a master-communicator who drives positive internal engagement and shares information with local frontline sales, revenue management, marketing and other HQ stakeholders to demonstrate transparency.
• Act as a sales leader to work with local sales teams to coach, mentor and consult local sales teams as SMEs.

Qualifications

• Experience with handling global and multinational accounts within the airline industry.
• University degree in a related discipline and +8 years work experience in a related field.
• Strong team player, with cultural awareness & understanding required.
• Excellent grasp of broader commercial and revenue knowledge required.
• Fully conversant with key principles underpinning agency and corporate sales products and programs, including dealing economics required.
• Collaborative team player with the ability to work independently.

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

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