National Account Manager

Closing date 6 March 2012

Job Purpose To Manage the top two travel chains across Australia. To maximize all revenue opportunities through day to day management of these accounts and ensure capitalization on every revenue opportunity throughout creative key account management across Australia. Maintain an agreed account portfolio of all key locations within the group, coordinating a structured national approach with all respective National Sales Managers, Account Managers or their equivalents. Responsibilities Develop and implement a business plan in conjunction with the National Sales Manager Trade to increase market share, monitor and track revenue performance. Develop all revenue streams to their maximum. Provide sales assistance and remove barriers to sale by developing solutions and alternatives that maximise revenue and yield and increase market share Negotiate individual Retail Agency Availed Sales targets within dedicated portfolio and understand all segments of the accounts “business” and develop a strategy to increase revenue from these sources Implement a defined monthly, quarterly and annual sales and marketing plan, and ensure all activities are recorded in Salesforce.com Focus on commercial acquisition and retention through agency relationships Monitor performance on a monthly basis with each account using all the tools available e.g. MIDT Monitor and analyse competitor activity and make recommendations to address shortcomings Reflect and ensure Etihad is well represented in all activity with the client and in all relevant sales and marketing activity Understand and attack competitor customer base and pass on leads to the Corporate Sales and Specialist Sales teams. Keep abreast of industry and professional knowledge by reading publications networking and contributing to relevant groups and forums Requirements Educated to degree level or equivalent Applicant must be able to demonstrate a sound knowledge of corporate airline sales gained over a period of not less than 3 years, with a proven track of success in negotiating, implementing and managing direct corporate agreements Negotiation and Sales techniques Presentation skills Account Development Planning MIDT, Sales Force Automation systems Reservations and Ticketing Excellent written and oral English language skills Ability to work under pressure and to short lead times. Self starter with strong planning, presentation, communication, and interpersonal skills. Strong analytical skills to make positive use of broad range of data and information. Demonstrable PC skills include Word, Excel, PowerPoint, Internet. Strategic planning and project management skills

National Account Manager