Key Accounts Development Manager

Job Purpose: JOB PURPOSE Manage the Global Key Account policy, global
strategies, relationships with various market segments (corporate, SME, MICE,
4TMC, global online travel agent (OTA), special segments and Special markets)
and position Emirates as one of the key players in these segments. 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 Company's overall objectives; success
being defined through balanced and measurable objectives which should be
easily communicable to key stakeholders. Ensure that segment performance is
measured and reported on a regular basis so that appropriate actions can be
taken to achieve the set objectives. JOB ACCOUNTABILITIES LINKED TO OBJECTIVE
AREAS Generic - Account manage global customers and partners, forming the
pivotal communication point between the companies. Work with global key
accounts to formulate joint medium term and annual strategies, jointly writing
business/marketing plans outlining how the relationship will develop.
Implement business plans, monitoring and exploring opportunities throughout
the year, and reporting progress at predefined intervals to key stakeholders.
Strategically position and develop the various market segments and position
Emirates as one of the key players. - Implement World class training
programmes (with L&D) for the sales force to develop corporate and key account
management skills, with specific focus on sales force empowerment and a needs
based account analysis. - Define service standards, points of contact and
responsibilities with head office and stations. Bring together stakeholders
from all parties to ensure the productive and efficient development of the key
account. Set policy to define the approach and structure towards global and
regional key accounts. Clearly define the parameters for qualification and
acceptance to prevent wastage of resources being deployed on low yielding
accounts, with little potential. - Define (with all stakeholders) a medium
term and an annual key account strategy. The strategies will be implemented at
a station, regional and global level and must be measurable and give a true
indication of key account performance. Ensure product and segment awareness
across the whole commercial organization by developing appropriate internal
information bulletins, collaterals and product trainings. - Provide regular
reports on each global key account highlighting any deviances to the agreed
business plans and revenue targets. Recommend potential/appropriate corrective
actions and negotiate with all key stakeholders to implement such actions to
ensure revenue is maximised. - Review, analyse and recommend optimum incentive
schemes, where appropriate, with an emphasis not only on stimulating and
achieving maximum incremental premium class revenue growth, but also on
keeping costs within budget. Global Key accounts - 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. -
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. - 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 market place 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. - 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. Corporate Sales - Develop procedures and
policies for the servicing of global TMC's and keep on top of industry
developments that have an influence on the airline - agent relationship (e.g.
direct connect with GDS's, etc.) - Manage the relationship with the global key
MICE contacts (PCO's,Dubai Convention Bureau, etc.) and ensure that we
leverage the Emirates group strengths by working together with CSI, Sky Cargo
and other group companies. - Evaluate joint communication / promotional
activities, plan and implement on a global level in co-operation with the
global sales force. Develop and Manage the SME (Business Rewards) tool in
close cooperation with Emirates Group IT and the E-commerce team and ensure
that adequate support structure is given to the sales force. - Review, analyse
and recommend optimum incentive schemes, where appropriate, with an emphasis
not only on stimulating and achieving maximum incremental premium class
revenue growth, but also on keeping costs within budget. - Manage the American
Express IAP program for their gold / platinum card holder and ensure that
Emirates has good visibility within this program to generate maximum revenue.
Leisure Market & Special Segments - In cooperation with the Manager Leisure
Market & Special Segments, formulate short and medium term segment strategies
for special (student, cruise and marine) segments, special markets (medical
travel, religious, hajj, Urmah, business schools etc) and OTA segments. -
Constantly search for new market segments (through research, attendance of
fairs) and evaluate the potential for Emirates.
Qualifications & Experience: Qualifications: - In commercial disciplines w ith
emphasis on economics, transportation, sales, marketing, business management
and related studies. Experience: - 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. Knowledge/skills: -
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.
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.