Sales Account Manager

Country AUSTRALIA City Melbourne Department Commercial Closing date 16 March 2013

Job Purpose To support the ongoing commercial viability of the business by contributing to effective annual business plans, the management of costs, revenues and suppliers and maximise Etihad’s return from its business relationships with Retail Agents within a dedicated Agency portfolio across Victoria, South Australia and Tasmania. Responsibilities Plan, time manage, develop and implement strategies to maximise Etihad’s revenues, yield and market share within a dedicated Agency portfolio Develop and implement a business plan in conjunction with the National Sales Manager to increase market share, monitor and track revenue performance. 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 Implement a defined call plan, schedule and account development plans, and ensure all sales activity is 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 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 team and Specialist Sales team Keep abreast of industry and professional knowledge by reading publications networking and contributing to relevant groups and forums Requirements  EduEducated to degree level or equivalent The Individual Experience: 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 preferred agency agreements where applicable.  Previous experience within Victoria highly regarded. Training & Knowledge:   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 & 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

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