Account Manager

Travelport Ver Empresa

Não especificado
Licenciatura

Purpose Statement:

The Account Manager is responsible for the development and maintenance of existing accounts, ensuring that we have excellent day to day customer relationships (subscriber or supplier), in addition to maximizing all revenue opportunities for the business with their customer. The overall objective of the Account manager is to ensure the renewal of customer contracts and grow the share of business within the customer, in addition to identifying opportunities for the upsell of new products and services in order to grow the accounts within their existing customer portfolio.

Main Accountabilities:

  • Maintains good relationships with key individuals within a specified number of accounts and/or within a geographically defined territory
  • Responsible for expanding and retaining accounts while ensuring ongoing excellent customer service
  • Primary sales point-of-contact for the account represents the organisation to the customer and the customer to the organisation
  • Responsible for mapping customer requirements to Travelport’s products and services in order to grow the business
  • Develops strategies and orchestrates company resources to maximize sales volume and profit goals within assigned account/territory and accordingly builds and maintains an appropriate sales plan
  • Effectively engages and leverages resources with sales resources: KASE, TAM, Pre Sales Consultant, Hospitality BDMs as required, in addition to building co-operative and effective relationships with internal teams such as Product, Legal, Finance, Sales Ops and Marketing
  • Identifies and qualifies opportunities, developing & executing the sales process
  • Responsible for account penetration and sales growth
  • Meets or exceeds discount/profit margin goals
  • Builds and qualifies pipeline opportunities
  • Achieves forecast accuracy in line with + or – 15%
  • Maintains complete and up to date Account plans as necessary, achieving buy-in for plans with the customer
  • Proficient in Oracle navigation, ensuring Oracle is up to date and accurate at all times
  • Any other duties as may be reasonably required

Knowledge, Skills, Experience, Training, Education:

Professional

  • Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships
  • Has a proven track record of achievement against target and personal objectives
  • Proven ability to take ownership of accounts and pro-actively drive the relationship with the customer
  • Proven customer engagement skills
  • Proven track record in a solutions selling capacity within high-tech and/or travel industry
  • Conversant with Travelport’s order submission process and pricing structures
  • Solid understanding of Travelport’s Products, Support & Services offerings, continually developing knowledge
  • Develops and maintains knowledge of customer buying process
  • Comprehensive knowledge of accounts, competitors the market and the industry
  • Good presentation skills
  • Excellent time management
  • Excellent negotiation skills

Operational

  • Understanding of and compliance with legal terms & conditions
  • Maintains a structured approach in managing the customer, logging customer activities and communications appropriately

Personal

  • Self-confident and self-aware with presence and credibility
  • Self-starter with ability to apply initiative
  • Approaches task with dynamism, drive and focus
  • Holds self-accountable
  • Takes ownership of understanding the Sales Incentive Plan (SIP)

Education & Qualifications

Further education qualification preferred or equivalent experience

Context/Environment:

Travelport has a matrix organisation structure. The individual has to be comfortable in and capable of working in such an environment.

Key Measures:

  • Manage Account profitability
  • Profitable revenue growth: overall segment increase, overall revenue increase
  • Customer satisfaction
  • Increased adoption of products and services
  • Sales engagement: Account penetration
  • Forecast Accuracy +/- 15%?
  • Schedules and maintains a calendar of customer visits planned and made
  • Renew all customers in renewal window
  • Manage account profitability
  • Stay within incentive guidelines
  • Maintain accurate reporting
  • Manage T&E budget
  • Expand knowledge base of both products and services as well as sales methodologies

Working Relationship:

The prime working relations will be with the local market as well as EMEA headquarters in UK. Additional working relationships include effectively building relationships and liaising with key internal stakeholders within the Commercial Development and Operations, Product, Marketing, Finance and Legal organizations. Additionally the individual must be able to:

  • Work comfortably at a senior level in existing customer accounts
  • Effectively influence and work the internal structure to relay customer requirements and get assistance where appropriate in creating potential solutions
    Collaborate with colleagues at all levels across Travelport to contribute to growth and profitability of Travelport.
  • Works independently, without close supervision
  • Interfaces with all levels of management negotiating and influencing to build consensus

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