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Senior Account Manager

1 month ago

London, UK, United Kingdom Discover the World UK & Ireland Full time

Discover The World is an innovative sales representation company who are passionate about sales, our people and travel. We take great brands into travel trade global communities through exciting local and regional strategies. Our work has a direct positive impact on the lives of our clients, trade partners and thousands of customers every day. The ideal candidate will help us set and implement these strategies and will be a partner to one of the biggest brands in the travel industry. We cultivate a culture of diverse and inclusive environment where everyone can flourish.


Passionate about sales? Driven by growing revenue? Excited at the prospect of growing your own sales portfolio and being rewarded for your efforts? We are looking for a Senior Sales Account Manager who will join our industry leading sales representation company, working in partnership with Air New Zealand.


Responsible for revenue generation through strategic sales and promotions with the assigned partners/agencies in a B2B portfolio. Penetrates targeted market segments for maximum exposure and revenue generation, market share, and achieving targets.


The role:

· Maximise leisure sales across the contracted trade and OTA segmentations and lead the distribution strategy in collaboration with the Senior Regional Manager UK, and Europe.

· Builds business relationships to gain long-term commitments to Air New Zealand and our joint venture partner (JV), Singapore Airlines.

· Act as the primary point of contact for regional trade sales for Air New Zealand, leveraging market share and JV positioning against competitors.

· With Singapore Airlines, collaborate to develop JV trade sales strategy and engagement plans represented in strategic account plans to grow revenue and market share.

· Handle designated accounts to leverage revenue based on strategic deployment and account planning aligned with Singapore Airlines where necessary.

· Leverages the Air New Zealand ‘Professional Sales Skills’ (PSS) framework, develops revenue share, identifies customer needs, and circumstances, and implements new accounts/initiatives.

· Leverage market intelligence of tours & travel out of the region to destinations; in New Zealand & Southwest Pacific.

· Leverage business volume and market share in designated secondary PoS where required with Air New Zealand's GSA partnership (with a focus on Germany).

· Effective interaction with respective departments i.e. Sales Planning/Finance partnership, Market Development, Brand, and Commercial within Air New Zealand and where necessary Singapore Airlines to maximise business results.

· Provides Air New Zealand recommendations as needed and obtains annual commitments with major trade customers through our Agency Performance Lead Incentive Program (PLI) and market development efforts.

· Participates in, where required to promote Air New Zealand and occasionally hold destination seminars, and business representation at external events.

· Reviews and analyses account performance and achievement of PLI goals and initiates corrective actions as necessary

· CRM Compliance - Capture, track, resolve and monitor objections and obstacles of sales reported by customers, agencies, and/or internal Air New Zealand Sales Team members.

· Account Planning and QBR – Review and analyse account performance and sales penetration against regional objectives.

· Performs ad-hoc projects and segment initiatives as required to support sales promotions, customer events, marketing activities, etc.Financial acumen for B2B sales.

· Strong market knowledge of the UK travel industry.

· Travel distribution or airline sales experience would be advantageous.

· Curiosity and diversity of thought.

· Embrace new projects and challenges.

· Highly effective communication skills, written & verbal, across all levels of a large matrix organisation.

· Highly positive & collaborative team player with a proven ability to influence decision-making.

· Where required can adapt quickly & take direction, is supportive of and takes ownership for driving forward on programs and initiatives and working unsupervised.

· Proven skills in developing & implementing strategic key account plans for respective business partners that engage all aspects of the commercial relationship

· Strong organisation/planning, analytical and problem-solving skills. The position requires the ability to handle multiple priorities simultaneously.

· Flexibility and willingness to work outside business hours and at weekends as required.

· Ability and willingness to travel internationally as required.

· Strong computer skills including a solid knowledge of Microsoft Office functionality.

· Fluent communicator in English (a knowledge of German would be beneficial but not a requirement).


Please note the successful applicant will initially be appointed on a fixed term contract of 12 months with the possibility to extend subject to review.

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