Manager Sales Global Accounts - USA

Synopsis

This is an exciting time for Etihad. In line with our Vision 2030 we are in a growth phase and looking for an exemplary candidate to provide industry leading client relationship management.  This senior position is responsible for managing a portfolio of Etihad’s most strategically important global and multinational accounts. The role will require working externally with clients at a senior level (up to C-Level), to build strong relationships and to build a strategic partnership aligned with Etihad’s strategy and profitability goals. Internally, the role will require working with a diverse stakeholder leveraging cross-departmental synergies.

Accountabilities

•    Establish, develop and maintain business relationships with assigned portfolio and prospective clients to generate revenues and profitability for Etihad.
•    Negotiate and manage global and multinational commercial agreements with assigned portfolio to ensure sales and profitability targets and budgets are met.
•    Be Etihad’s global lead for multinational and multi-year RFP’s and coordinate and enable other matrix sales participants
•    Communicate and meet regularly with relevant accounts to inform about new products and promotions to increase sales in order to reach the expected sales target
•    Being the face of Etihad - an ambassador for Etihad at industry events & Etihad events
•    Analyse the market and identify possible clients and qualify their revenue potential for Etihad, managing, developing and utilizing a solid sales pipeline of prospective accounts
•    Under direction and assistance from BDM, analyse own Global managed portfolio and products to identify opportunities for optimization, growth and strengthened strategic position through steering and segmentation.
•    In collaboration with business development function, offer COS, and overall economic and value modelling for portfolio, working within assigned COS budget and revenue targets.
•    Create and deliver against a robust account strategy development plan, for all assigned accounts, by enabling other matrix sales participants.
•    A master-communicator who drives positive internal engagement and share information with local frontline sales, revenue management, marketing and other HQ stakeholders to demonstrate transparency.
•    Act as a sales leader to work with local sales teams to coach, mentor and consult local sales teams as SME’s

Education & Experience

• Experience with handling global and multinational accounts within the airline industry
• University degree in a related discipline and +8 years work experience in a related field
• Strong team player, with cultural awareness & understanding required
• Excellent grasp of broader commercial and revenue knowledge required
• Fully conversant with key principles underpinning agency and corporate sales products and programs, including dealing economics required
• Collaborative team player with the ability to work independently.