Key Accounts Development Manager

Job Purpose: Job Purpose: Manage the Global account policies and relationships
with global online travel agent's (OTA) and position Emirates as one of the
key players in this segment. Be responsible for account management, the
successful completion of all global RFPs (Request for Proposal) and defining
business processes to ensure profitability is maximised in line with the
Company's overall objectives; success being defined through balanced and
measurable objectives which should be easily communicable to key stakeholders.
Ensure the channels performance is measured and reported on a regular basis so
that appropriate actions can be taken to achieve the set objectives. Job
Accountabilities: ‎1. The individual is responsible for formulating short- and
medium-term segment plans and strategies for OTA channels. They will
continuously seek out new market prospects through research and trade show
participation while also evaluating Emirates' potential and serving as the
central point of communication between Emirates and OTA companies by managing
these accounts and collaborating with worldwide major accounts to build
collaborative medium-term and annual strategies and business/marketing plans
that detail the future of the partnership in collaboration with the Manager,
Leisure Market & Special Segments. ‎0. Execute business plans, monitoring and
investigating opportunities throughout the year, and reporting progress to key
stakeholders at predetermined intervals. Position and develop strategically
the various market segments, and position Emirates as the main player. The
strategies will be implemented at the station, regional, and global levels,
and they must be quantitative and accurate indicators of key account
performance. ‎0. Establish (with Learning and Development) world-class training
programmes for the sales force to build key account management capabilities,
with a particular emphasis on sales force empowerment and a needs-based
account analysis. ‎1. Define the approach and structure and establish service
standards, contact points, and duties with the headquarters and stations.
Bring together stakeholders from all parties to guarantee the development of
the main account is productive and efficient; all through serving as the
primary driver and point of contact for the OTA distribution channel and
assisting the partners OTAs with their technical needs. In addition to clearly
defining the conditions for an account qualification and acceptance to avoid
wasting resources on low-yielding accounts with little potential. ‎0. Be
responsible for the completion of all commercially viable RFPs to the required
Company standard and in a timely fashion, negotiating effectively with other
Head Office departments and outstation teams to ensure the needs of all
parties are met. ‎0. Ensure that negotiated and agreed deals resulting from
successful RFPs are implemented in an accurate, cost effective and timely
manner, streamlining processes to maximise business benefits for all
stakeholders. ‎0. Provide relevant internal information bulletins, collateral,
and product trainings to increase product and segment awareness across the
whole commercial organisation. ‎0. Deliver monthly reports on each account that
show any deviations from the agreed-upon business plans and revenue targets.
Propose potential/appropriate corrective actions and negotiate their
implementation with all necessary stakeholders to maximise profitability and
continuously monitor channel-related reporting and cost of sale accuracy to
achieve a satisfying ROI. ‎0. Oversee the OTA contracting procedure and ensure
that all agreements adhere to emirates airlines standards and procedures. ‎0.
Evaluate, analyse, and recommend the most effective incentive programmes, when
applicable, with an emphasis not only on encouraging and attaining maximum
additional premium class revenue growth, but also on maintaining expenditures
within budget. ‎0. Identify potential new Global key Accounts through the
analysis of all available data. Influence all key stakeholders to ensure all
incremental revenue opportunities are maximised. Keep abreast of industry and
marketplace pricing and products, particularly in respect of EK competitors.
Provide regular analysis, including market shares, BSP data and flown revenue
reports. The reports to be distributed to all key stakeholders and used in the
development of appropriate strategies. ‎0. Research, plan, recommend and
develop GKA workshops with the sales teams across the network to discuss
industry trends, opportunities, challenges, agreed processes and procedures
and brainstorm potential improvements. The objective being to motivate and
identify incremental revenue/cost saving opportunities.
Qualifications & Experience: MINIMUM
QUALIFICATIONS/EXPERIENCE/KNOWLEDGE/SKILLS Qualifications: Degree or Honours
(‎12+‎3 or equivalent) Experience: Finance & Insurance. Finance Management ‎8+
Years Knowledge/Skills: - Degree or Honours in commercial disciplines with
emphasis on economics, transportation, sales, marketing, business management
and related studies. - Experience in the airline industry, in a sales or
distribution position. - Specific experience of the sales environment of the
airline industry, including an understanding of the Internet, Direct Sales,
key accounts & Marketing and process development. - Strong people, team
management and leadership skills preferably in a multi-cultural environment. -
Ability to communicate, negotiate and influence effectively. - Experience in
cross-functional project management and systems implementation would be an
asset. - Systematic and logical approach to problem solving and a capacity to
work around problems. - Ability to adapt and respond quickly to a fast-
changing IT environment where the business requirements need to be translated
to project charters. Key Languages: Strong proficiency in English Safety
Sensitive Role: No Leadership Role: Yes Critical Competencies for the role:
Competencies Level Delivering ‎4-Manager Providing Direction ‎4-Manager Drive
‎4-Manager Developing Talent ‎4-Manager Engaging Others ‎4-Manager Business
Thinking ‎4-Manager
Salary & Benefits: We offer an attractive tax-free salary, paid in Dirhams,
the local currency of the UAE. The Dirham is linked to the Special Drawing
Right of the International Monetary Fund and it has been held constant against
the US dollar since the end of ‎1980 at a mid-rate of approximately
US$‎1=Dh3.‎66. Besides generous travel benefits normally associated with an
airline, this managerial role also has excellent leave and health care
packages, accommodation, power and water paid for, along with transport
benefits, life insurance and other employee benefits making the role
attractive to high performers. By viewing the 'Dubai Lifestyle' section in the
careers website you can also consider the many benefits of Dubai as a location
to live and work in.