Key Accounts Development Manager
6 days ago
Job Purpose: Job Purpose: Manage the Global account policies and relationships with global online travel agent’s (OTA) and position Emirates as one of the key players in this segment. Be responsible for account management, the successful completion of all global RFPs (Request for Proposal) and defining business processes to ensure profitability is maximised in line with the Company’s overall objectives; success being defined through balanced and measurable objectives which should be easily communicable to key stakeholders. Ensure the channels performance is measured and reported on a regular basis so that appropriate actions can be taken to achieve the set objectives. Job Accountabilities: 1. The individual is responsible for formulating short
- and medium-term segment plans and strategies for OTA channels. They will continuously seek out new market prospects through research and trade show participation while also evaluating Emirates' potential and serving as the central point of communication between Emirates and OTA companies by managing these accounts and collaborating with worldwide major accounts to build collaborative medium-term and annual strategies and business/marketing plans that detail the future of the partnership in collaboration with the Manager, Leisure Market & Special Segments. 0. Execute business plans, monitoring and investigating opportunities throughout the year, and reporting progress to key stakeholders at predetermined intervals. Position and develop strategically the various market segments, and position Emirates as the main player. The strategies will be implemented at the station, regional, and global levels, and they must be quantitative and accurate indicators of key account performance. 0. Establish (with Learning and Development) world-class training programmes for the sales force to build key account management capabilities, with a particular emphasis on sales force empowerment and a needs-based account analysis. 1. Define the approach and structure and establish service standards, contact points, and duties with the headquarters and stations. Bring together stakeholders from all parties to guarantee the development of the main account is productive and efficient; all through serving as the primary driver and point of contact for the OTA distribution channel and assisting the partners OTAs with their technical needs. In addition to clearly defining the conditions for an account qualification and acceptance to avoid wasting resources on low-yielding accounts with little potential. 0. Be responsible for the completion of all commercially viable RFPs to the required Company standard and in a timely fashion, negotiating effectively with other Head Office departments and outstation teams to ensure the needs of all parties are met. 0. Ensure that negotiated and agreed deals resulting from successful RFPs are implemented in an accurate, cost effective and timely manner, streamlining processes to maximise business benefits for all stakeholders. 0. Provide relevant internal information bulletins, collateral, and product trainings to increase product and segment awareness across the whole commercial organisation. 0. Deliver monthly reports on each account that show any deviations from the agreed-upon business plans and revenue targets. Propose potential/appropriate corrective actions and negotiate their implementation with all necessary stakeholders to maximise profitability and continuously monitor channel-related reporting and cost of sale accuracy to achieve a satisfying ROI. 0. Oversee the OTA contracting procedure and ensure that all agreements adhere to emirates airlines standards and procedures. 0. Evaluate, analyse, and recommend the most effective incentive programmes, when applicable, with an emphasis not only on encouraging and attaining maximum additional premium class revenue growth, but also on maintaining expenditures within budget. 0. Identify potential new Global key Accounts through the analysis of all available data. Influence all key stakeholders to ensure all incremental revenue opportunities are maximised. Keep abreast of industry and marketplace pricing and products, particularly in respect of EK competitors. Provide regular analysis, including market shares, BSP data and flown revenue reports. The reports to be distributed to all key stakeholders and used in the development of appropriate strategies. 0. Research, plan, recommend and develop GKA workshops with the sales teams across the network to discuss industry trends, opportunities, challenges, agreed processes and procedures and brainstorm potential improvements. The objective being to motivate and identify incremental revenue/cost saving opportunities.
Qualifications & Experience: MINIMUM QUALIFICATIONS/EXPERIENCE/KNOWLEDGE/SKILLS Qualifications: Degree or Honours (12+3 or equivalent) Experience: Finance & Insurance. Finance Management 8+ Years Knowledge/Skills: - Degree or Honours in commercial disci
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