Key Account Manager

About the Company

At Plaza Premium Group we are passionate about "Making Travel Better". we operate the world's largest network of international airport lounges and award-winning airport hospitality experiences and passenger service solutions.

• Develop relationships with a portfolio of major clients and support the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience

• Acquire a thorough understanding of key customer needs and requirements and expand the relationships with existing customers by continuously proposing solutions that meet their objectives

• Play an integral part in generating new sales that will turn into long-lasting relationships

• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics

• Work closely with the Head of Commercial in order to achieve objectives of the group.

• Collaborate effectively with key working partners such as RGM, Country Manager, HQ Global Sales & Marketing, Operations and Business Development Departments, etc.

• Drive the growth and development of Plaza Premium Group products facilities, services and technology solutions across Australia, New Zealand and SWP.

• Lead direct negotiations, tender preparation and delivery, proposals and professional presentations, closing business deals by complying with requirements, developing and negotiating contracts and integrating contract requirements with business operations

• Review the business model and pricing solutions for the projects undertaken and present feasibility study for undertaking and new project. Develop a business case and proposal and present to both Headquarter Business Development and Investment Committee.

• Lead the evaluation and revision of the lease agreement, sales contracts and joint venture agreements in collaboration with legal team.

• Establish & cultivate relationship/joint opportunities with potential B2B (airports/airlines/corporates/financial institutions/travel trade, etc) and develop strategic partnerships/alliances to generate revenue for both our PPG assets in Australia, New Zealand and SWP, but also outbound sales to PPG assets in the rest of the world.

• Work with the Regional General Manager and Head of Commercial to explore new sales opportunities and implement the team's strategy to grow sales and exceed the sales KPIs and targets. Be a key decision maker in discussions around improvements to the customer booking journey

• Implement all aspects of the sales team's development including in house training modules, on the job coaching, setting individual goals, monitoring KPIs and imparting your own experience and knowledge to team members in an engaging way

• Identify new business to achieve personal and location revenue goals

• Understand the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc.

• Gain understanding of the location's primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solutions

• Investigate lost sales and customer accounts

• Track, collate and interpret sales figures

The successful candidate must have:

• Pro-active and re-active sales and business development experience in hospitality industry or aviation and airport area.

• Relevant degree, in a sales or hospitality / business discipline

• Fluent command in English; written and spoken

• Team player and entrepreneurial

• Experience working in a fast-paced office environment

• Strong client relationship skills and account management experience at all levels

• Be used to selling a high quality, luxury product, banking, loyalty program and real estate.

• Driven towards maximising sales and meeting departmental budgets

• Organisation and time management skills

• Have a confident and outgoing personality

• Be a team player and have a collaborative approach

• Self-starter, focused on making great things happen, and will have a natural and engaging style.

• High attention to detail

• Strong customer service ethic and the ability to build strong working relationships

• Intermediate to Advanced computer skills (Excel, Outlook, Word)

What we ask of you:

1. Bring passion to all that you do

2. Listen, move fast and think innovatively

3. Speak up, have ideas and share them

4. Believe in customer service, and treating every person with kindness