Manager Key Account

Perform, coordinate and execute sales activities for assigned global key account in the respected area. Overview and monitor the market and the competitors to ensure established Etihad’s sales targets are reached contributing to Etihad’s cargo revenue objectives achievement.

Accountabilities

1. Define and agree with a periodic plan of sales activity with regional general manager to ensure targets are reached and recorded.
2. Analyze the market’s potential to determine the value of existing and prospective customers in terms of sales opportunities.
3. Collect, review and consolidate information to support the identification of intervention areas to ensure sales target achievement.
4. Establish, develop and maintain business relationships with assigned current customers and prospective customers segment to generate revenues for the organization.
5. Communicate and meet regularly with relevant accounts to inform about new products and promotions to increase sales to reach the expected sales target.
6. Identify and implement fidelity techniques to ensure a long-lasting fruitful business relationship with major accounts.
7. Research, gather and analyze products’ availability in the market to assist in the proposal of new products and services to improve Company sales.
8. Research, gather and analyze competitors’ information to define the best-selling approach to increase Etihad’s market quota and visibility.
9. Cooperate with global key account director / global key account managers to determine the best global incentive deal.
10. Communicate and regularly meet with area intermediaries to inform about new products and promotions to ensure the best and most updated value proposal is timely communicated to the market.
11. Coordinate and draft contractual agreements with intermediaries to ensure customer’s requirements are captured effectively and in compliance with existing policies.
12. Negotiate and manage commercial agreements with assigned accounts of trade and corporate segment to ensure sales can be closed, respecting corporate guidelines and indications.

Education & Experience

1. Educated with a minimum bachelor’s degree or equivalent.
2. Minimum of 5 years of work experience and experience in the Cargo market with strong customer knowledge.