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    Account Manager Corporate - New York, United States - Singapore Airlines

    Singapore Airlines
    Singapore Airlines New York, United States

    3 weeks ago

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    Description

    Account Manager (Corporate)

    Department - Sales

    Reporting Line - The employee reports directly to Sales Director - (Corporate)

    Internal Communication - Sales Planning

    Sales Ops & Admin

    Marketing

    K/AM (TMC)

    Global Corp. Sales

    External Communication - Corporate accounts (admins <> executive management) and corporate leads

    TMC

    Industry Contacts (hotel, GDS, travel tech) and other relevant stakeholder need to fulfil duties

    Location - New York Town office, Position is Hybrid. M/F from home.

    Purpose: Efficiently grow revenue, share and new business with direct corporate accounts via phone/email and in person meetings

    Duties:

    1. Achieve volume, revenue & market share goals with corporate accounts

    Own and develop a portfolio of corporate accounts, both local and global.

    Understand and act needs of assigned corporate accounts (typical ODs, travel class, price sensitivity, segment served, decision makers etc ) through, direct contact with travel manager, agency contacts, Global Account Manager, internal/external data, and news sources.

    Ensure new contracts are renewed/start on time and implemented correctly (internally and externally)

    On an going basis, ensure clients negotiated discounts are properly displaying and tracking mechanism are correct.

    Advocate for US PoS priorities and objectives on global deal

    Primary communication with accounts expected to be via phone or email channel but face-to-face sales calls should be undertaken as needed

    Keep client and relevant stakeholders up-to-date on latest SIA fares, product, schedule, business activities and network

    Be a source of market intelligence on competitors fares, promotions, and market activities.

    On annual basis prepare account plans for all accounts and maintain account plans current

    Deploy the right solution (incentive schemes, net fares, discounts, tactical fares etc) to grow SIA`s share

    Primarily via remote channels, build relationships with corporations designated TMC and ensure they are up to date on latest promotions, pricing and product

    Ensure incentive contract commitments (revenue targets / market share) are executed/achieved on time

    Engage corporate travelers, PPS and KrisFlyer Elite Gold members to drive preference towards SQ

    Execute interventions to improve performance, including webinars with booking agents, QBRs, pricing initiatives, soft benefits etc..

    Ensure SIA is well positioned in OBT and at TMC PoS to ensure ease of selling from an operational perspective

    File sales reports in SMT with account and sales call information, including upcoming interactions

    Analyze performance of accounts to adjust solutions as needed and document learnings in SMT

    Pro-actively feedback internally where better solutions may be hampered by SIA policy or process.

    Frequent travel within East Coast for client visits, plus some cross country and international as needed.

    Ensure Account profile is up to date in SalesForce and accurately reflects all aspects of the current relationship (CTM info, associates, management, TMC acct manager, discounts in place, past and upcoming meetings notes etc..)

    2. Deliver growth from new ad hoc opportunities

    Proactively identify MICE Group sales opportunities by prospecting all contracted accounts; execute with help from Sales Ops (Groups) Executive and MICE Champ

    Stay up-to-date on local events, disruptions, holidays, competitors `actions to capture temporary or seasonal opportunities that occur

    Analyse performance against such opportunities and document results in SMT

    Become US PoS expert or lead on specially assigned projects or market niches

    3. Sales team shared duties

    Represent SIA in industry events, trade shows, fairs, etc.

    Share B2C and B2B marketing materials created in a shared sales cloud for use by rest of the team.

    Participate in monthly sales reviews (MSR) with SD and prepare QSR for review with VP and SD

    Be well-prepared for regular sales meetings

    Requirements / Competence

    Has excellent written/oral communication skills

    Highly disciplined and self motivator

    Working knowledge of NDC concepts and can communicate it effectively to clients

    Has excellent computer skills (Excel, Power Point Outlook, Prism, SaleForce) and basic GDS knowledge.

    Good product knowledge and analytical abilities to identify the opportunities where SIA offers better overall value versus the competition (timing, network, etc)I

    Highly sensitive to local and global market conditions (e.g. shift in industry preference, trends impacting B2B sales, competitor moves, etc)

    Is organized and systematic in servicing large number of accounts

    Is highly personable; able to identify and build relationships within client organisations

    Is tenacious, resourceful, result-oriented, innovative.

    Is flexible and readily available to resolve client issues

    Strong negotiating skills including ability reduce cost and increase commitments from clients

    Is a team player

    Driving license and valid passport

    Parameters of success / collaboration accountabilities

    40-70 managed accounts

    OD uplift and market share

    Convert new leads to clients..

    Generate Revenue from own accounts

    Support key promotions & marketing plans

    Oversee resolution of tactical client issues with Sales Ops

    Overall revenue growth of country POS

    Increase managed corporate revenue

    Decision Rights

    Small waivers/favours (limit to be decided)

    Client requests

    Deployment of corporate -specific solutions (upfront discounts agreements, special fares)

    Influences POS-level sales strategy

    Influences marketing & promotion plans

    Influences contract exceptions where applicable (works with Sales planning)

    Others

    If and when required, the incumbent may be assigned other duties or transferred to another department or location as directed by Management.

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