National Account Manager

2 weeks ago

Sydney, Australia Malaysia Airlines Full time

**Reports To**:
Manager, ANZ Leisure & Direct Sales

**Role Purpose**:

- This is a 2-year contract position
- Drive new business and revenues by leveraging our global network and build relationships with customers and throughout Malaysia Airlines.
- Achieve profitable sales revenue targets for assigned portfolio.
- Collaborate with Industry & Corporate Account Managers to manage key strategic account relationships in both corporate and industry segments.
- Manage national relationships and strategic partnerships with head office customers to promote Malaysia Airlines online in Australia & New Zealand, aiming for revenue growth, market share, and cost of sale targets.
- Support the Regional Manager and National Account Managers with regional sales planning, RMD, and head office departments on sales initiatives, project management, and business development.

**Key Accountability**:

- Develop strategies for business opportunities, coordinate with colleagues and departments for implementation, monitor the progress and analyze the results.
- Collaborate with codeshare carrier to develop, implement, and manage partnership programs with trade partners, driving revenue growth and awareness of both carriers' routes and Malaysia Airlines network.
- Engage accounts based on revenue potential, profitability, probability of success, and prioritizing time to maximize results. Maintain a sales pipeline to ensure productivity.
- Understand, document and validate account segmentation, market segments, and customer profiles to identify their business needs.
- Utilize Malaysia Airlines' services and support channels while providing the right level of service.
- Collaborate with Global Sales to identify new opportunities and business needs.
- Provide recommendations on corporate and sales programs, strategies, or initiatives to the Regional Manager for review. Coordinate and follow up on these programs and strategies, analyzing results after implementation.
- Justify pricing to differentiate Malaysia Airlines from competitors. Understand the price/value relationship of each offering component.
- Implement a performance review process to evaluate sales programs, initiatives, and strategies.
- Ensure Industry & Corporate Account Managers in online markets are updated on performance and have review processes to understand local performance, pricing, and market conditions, focusing on driving revenue and market share.
- Supports Regional Manager in all commercial activities, including strategic planning, account development, performance analysis, implementation, and coordination with internal and external stakeholders.

**Qualifications & Working Experience**:
Degree/Diploma in Business, Marketing or any related field with 2-3 years of working experience in related fields.

**Skill and Knowledge**:

- Experience in developing, implementing, and managing national sales and marketing programs to enhance revenue outcomes.
- Able to build strategic partnerships and exceptional relationships with channel and corporate accounts.
- Proficient in diagnosing account business needs and translating them into opportunities and suitable offerings.
- Strong knowledge of ANZ travel industry, business acumen, negotiation, presentation, problem solving and interpersonal skills.
- Able to travel domestically and internationally.
- Strong computer skills, e.g: Microsoft Office functionalities.
- Current Australian driver's license.

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