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KEY ACCOUNT MANAGER – CORPORATE – NAIROBI – 190000IE
JOB PURPOSE
Account manage global customers and partners, forming the pivotal communication point between the companies. Work with global key accounts to formulate joint medium term and annual strategies, jointly writing business/marketing plans outlining how the relationship will develop. Implement business plans, monitoring and exploring opportunities throughout the year, and reporting progress at predefined intervals to key stakeholders. Strategically position and develop the various market segments and position Emirates as one of the key players.
- Define (with all stakeholders) a medium term and an annual key account strategy. The strategies will be implemented at a station, regional and global level and must be measurable and give a true indication of key account performance. Ensure product and segment awareness across the whole commercial organization by developing appropriate internal information bulletins, collaterals and product trainings.
- Provide regular reports on each global key account highlighting any deviances to the agreed business plans and revenue targets. Recommend potential/appropriate corrective actions and negotiate with all key stakeholders to implement such actions to ensure revenue is maximised.
- Review, analyse and recommend optimum incentive schemes, where appropriate, with an emphasis not only on stimulating and achieving maximum incremental premium class revenue growth, but also on keeping costs within budget.
- Develop procedures and policies for the servicing of global TMC’s and keep on top of industry developments that have an influence on the airline – agent relationship (e.g. direct connect with GDS’s, etc.)
- To manage, give guidance and coach assigned Sales personnel to ensure they achieve the revenue targets.
- Identify new market segments in a dynamic market development and produce incremental revenue through these segments.
- Recommend marketing initiatives to negate competitor activity or to give EK a value added advantage; adopt a proactive working practice; contribute to the “market leader” corporate positioning. Monitor market and competitor activity for all the leisure segments and recommend price and marketing initiatives to attain the commercial objective. Anticipate seasonal or special event market changes and implement tactical strategies to secure route market shares and revenue targets.
- Ensure EK fares and tariffs are distributed effectively and adequate training is provided to the trade to ensure optimum use of the EK route system and value added products.
- Research, identify and recommend appointment of new agents. Terminate existing agents as required. Monitor and review agency performance and effectiveness; review practices in accordance with the regulatory requirements and the company’s commercial policies and practices.
- Manage the relationship with the global key MICE contacts and ensure that we leverage the Emirates group strengths by working together with CSI, Sky Cargo and other group companies.
- Evaluate joint communication / promotional activities, plan and implement on a global level in co-operation with the global sales force. Develop and Manage the SME (Business Rewards) tool in close cooperation with Emirates Group IT and the E-commerce team and ensure that adequate support structure is given to the sales force.
- Elaborate new business opportunities with trade partners that are not contracted yet in order to gain additional market share.
- Build and maintain goodwill and relationship with the Travel Agency leaders, MICE decision makers, Chamber of Commerce and other organizations, and attend industry functions on a regular basis to establish contacts, network and promote the interests of EK.
QUALIFICATIONS & EXPERIENCE
MINIMUM QUALIFICATIONS/EXPERIENCE/KNOWLEDGE/SKILLS
Qualifications:
University degree
Experience:
Minimum of 8 years’ experience in all aspects of airline sales environment and at least 3 years of which should be in a team leading/supervisory capacity
Knowledge/skills:
Thorough knowledge of Corporate or Leisure Account Management and handling of global RFPs
Ability to communicate effectively at all levels.
Advanced knowledge of negotiation techniques.
Ability to analyze, interpret and present statistical information to senior management.
Proven ability to lead and motivate staff.
Excellent knowledge of Microsoft Office
Must be fluent in both written and spoken Kenyan and English.
Valid Driving License is essential.
Please note that you must have the right to live and work in Nairobi. The company will not provide assistance in obtaining work permits.
Click below to apply
https://tas-ekgcareers.taleo.net/careersection/2/jobdetail.ftl?job=190000IE&lang=en
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