The Account Manager is responsible for reaching sales targets and maximizing revenue in the existing business segment. She/he manages and develops customer portfolios, mainly through personal sales visits. In addition, she/he applies an entrepreneurial mind set to constantly look for new ways to develop revenue through partnerships, new contracting approaches, multiple distribution options and preferred product displays.

Dependent on the assignment focus the tasks include the following:

Contracting:

• Comprehensive preparation of contract negotiations (including quotations) in cooperation with the Account Steering Expert
• Negotiate contracts with existing corporate accounts, agents and Travel Management Companies with clear focus on revenue quality and growth of business
• Negotiate contracts with high potential / high volume companies identified / developed via the New Business and Small and Medium-sized Enterprises Account Manager (if applicable)
• Close cooperation with the Pricing Expert (for example corporate net rates – individual and framework)

Steering and monitoring:

• Monthly evaluation of portfolio development together with Account Steering; Identifying new revenue potential in existing portfolio and act as a real sales entrepreneur in developing and implementing new products in order to stimulate further revenue growth  
• Arrange and prepare timely and comprehensive customer visits based on sales visit preparations by the Account Steering Expert
• Initiate, organize and carry out sales promotion activities as well as incentive and ad hoc deals
• Act as a distribution consultant when it comes to existing and future new booking channels and/or methods in order to optimize Lufthansa Group and Joint Venture revenue and distribution costs
• Act as the spearhead for the timely and effective distribution and collection of information to and from the customer and travel agents with the purpose of achieving sales and further cooperation opportunities
• Dedicated patron ship for OBE/Leisure/Groups/Premium (if applicable)
• Documentation of sales visits in the Lufthansa / Lufthansa Group sales tools
• Regular feedback and performance meetings with the Country/Regional Sales Manager

Follow-up and actions:

• Follow-up analysis and action plans based on opportunities and requirements out of customer meetings
• Drive business cases via Country/Regional Sales Manager
• Implement subsequent improvement products/process to relevant customer/travel agent  
• Forwarding new business sales leads to New Business and Small and Medium-sized Enterprises Account Manager
• Passing on market and competitor information to Business Development unit
• Forwarding relevant queries to customer care unit or provider
• Participation in other duties as assigned

Your profile

• High school certificate, A level/ Abitur or equivalent required
• Degree Bachelor desirable
• Professional experience required
• Language: Spanish and English required, German desirable
• Expert knowledge required
• Computer proficiency: User MS Office package

Other:

• Must possess permit to work in the country assigned

Personal Competencies:

• Good analytical skills
• Excellent entrepreneurial / commercial mindset
• Strong ability to manage complexity
• Excellent negotiation skills
• Strong independent and proactive approach
• Good strategic and conceptual thinking
• Excellent assertiveness
• Good problem solving / solution oriented
• Excellent service / Customer Orientation
• Excellent communication skills (verbal and written) / interpersonal skills
• Strong cooperation skills / team player
• Good structured / systematic approach / process orientation
• Excellent professional and confident manner  
• Excellent well groomed appearance

Environmental or other influences:

• Working under time pressure
• Traveling on behalf of company

 

Anna Savchuk

Professional Recruiter
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anna.savchuk@aworkabroad.com
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