Reports to: Corporate & Leisure Sales Manager
Goals
- The Key Account Manager is responsible for reaching defined sales targets and maximising the revenue in the existing business segment. He/she is in charge of developing and steering customer portfolios, mainly through personal sales visits to assigned corporate and/or agency accounts. He/she is also responsible for negotiating, concluding, monitoring and maintaining sales agreements as per prescribed guidelines.
Tasks
- Contracting
- Comprehensive preparation of contract negotiations (incl. individual quotations) in cooperation with Business Intellligence/Development Unit.
- Negotiating contracts with existing corporate accounts and travel management companies belonging to allocated customer portfolios.
- Negotiating contracts with high potential / high volume companies identified via the New Business Account Manager.
- Close cooperation with local pricing team (e.g. corporate net rates – individual and framework). - Documentation of sales visits and subsequent feedback utilizing SFA (Sales Force Automation).
- Initiating, organizing and carrying out sales promotion activities as well as incentive and ad-hoc deals within given guidelines.
- Steering and monitoring
- Monthly evaluation of portfolio development.
- Weekly planning of customer visits.
- Arranging and preparing customer visits based.
- Awareness of flight performance/requirements (i.e. seat load factor, capacities, market requirements, customer responses etc.) where appl. through liaison with Station) - To be responsible for proposals regarding capacity, timings etc.
General tasks
- Forwarding new business sales leads to New Business Account Manager.
- Passing on relevant market and competitor information to management.
- Constantly informing customer portfolio about new products and product improvements
- Forwarding relevant queries to customer support unit.
- Regular feedback discussions with Sales Manager (incl. performance review, target-setting).
- Travelling on behalf of Lufthansa as necessary.
- Participating in sales meetings
- Misc. tasks upon request
- Independent decision making
Qualifications (training/knowledge/skills)
Technical competencies
- Graduate degree education or equivalent
- Multiple years of work experience in Sales or Key Account Management
- Knowledge of company products
- Excellent knowledge of local travel market and local economy
- Good knowledge of MS-Office applications
- Knowledge on database management (CONNECT) desirable
- Excellent command of Bahasa Indonesian language and English both written and spoken
- Knowledge of German desirable
- Driving license
Personal competencies
- Excellent negotiation and sales skills
- Strong communication and social skills
- Confident, convincing manner and well groomed appearance
- Strong analytical/ conceptual mindset
- Proactive attitude
- Creativity
- Good Organisational skills
- Team player
- Flexibility
- Readiness to work irregular hours
- Excellent ability to deal with pressure
- Assertiveness
- Poss. Psychological aptitude test
- Environmental influences or other encumbrances
- Working under time pressure
- Participation in events and marketing activities outside of normal working hours
- Willingness to travel international
- Authorities (disciplinary/professional/financial)
- In accordance with rules and regulations, and given authorities
To express your interest in the above vacancy please submit your application not exceeding 1 MB to our email address at sg.recruitment@dlh.de. Only shortlisted candidates will be notified.
LUFTHANSA GERMAN AIRLINES (DEUTSCHE LUFTHANSA AKTIENGESELLSCHAFT)
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linkvacan.com