Summary:
The position is responsible for maintaining business relationships between the Key Client and the company Business Travel, which results in growing partnerships. It provides solutions that help the client manage and optimize its (global) travel program and achieve the company’s related business goals (revenue growth).
Revenue Responsibility:
The position is responsible for annual (global) estimated sales growth of 10% gross profit YOY.
Key Activities & Responsibilities:
Ensures long-term relationship building and establishes credibility with crucial business contacts.
Interacts with his/her contact points, which might include travel managers, senior-level procurement or finance directors, their direct reports, and executive assistants.
Consults with clients to understand all aspects of client’s business and travel program needs.
Analyses travel data and develops an approach enabling the client to achieve their desired business results.
Presents solutions and provides advice to communicate value for the client.
Formulates strategic account plans with key client contacts in procurement and travel that enable the client’s vision to be realized.
Mobilizes internal Business Travel resources to present a multidisciplinary (and, where applicable, global) approach to a travel program that genuinely contributes to the client’s business goals and secures revenue.
Influences the client to renew a contract without going out to tender.
Is prepared with competitive information and proof to position the benefits of the Business Travel solutions and services to purchasing professionals and travel managers within the client’s organization.
Sells travel technology solutions and consultancy assignments.
Supports client negotiation strategies and deal closings on mutually satisfying terms that benefit both the client and the company.
Able to deploy master contracts internationally and manage the travel program across different regions if assigned.
Creates Account Management strategies to align with the company’s global strategy and meet P&L goals.
Collaborates with other Account Managers to accomplish their personal and team goals effectively and achieve the highest probability of success.
Collaborates with other Divisions (Meetings & Events) to optimize mutual lead generation.
Requirements:
Previous professional account management experience of at least 10 years at a Business Travel Management Company.
Extensive knowledge of the Business Travel industry.
Experienced in selling and implementing online booking tool solutions related to meeting specific client’s needs, Business Travel strategies, and other business travel technology solutions.
Able to recognize critical opportunities and risks in the relationship between a client and a Business Travel Management Company.
Understands procurement drivers and has experience in business travel management tenders and RFPs related to account management.
Knowledge of all competitors’ business travel activities/programs/products.
Good general knowledge of the corporate world and ability to relate to the client’s business environment.
Able to identify the best solutions to successfully manage the client’s business travel program, including expense management, travel policy consultancy, and supplier sourcing.
Ability to achieve financial goals for both the client and the company.