Purpose:
Define & drive the relationship management, business development and growth strategy for Airlines based in Indonesia and Sri Lanka to support the company's growth plan in Distribution and Airline IT in the region.
Main responsibilities:
Vision & Strategy
-Define, position, own, continuously improve and communicate the key account/regional strategy and vision to Account Management team (EAT), Sales teams, Top Management and the overall Account Management community - Ensure the vision's alignment with the Airline IT & Distribution BU's and with the Corporate vision
- Build comprehensive distribution business strategy and action plan to evolve current distribution business model into a longterm sustainable relationship with carriers (and travel agencies) - Drive elaboration of Account Development Plans and ensure update, delivery and implementation, meet agreed timing and standards
Customer Excellence
- Build and maintain strong customer relationships with key decision makers within the customer group to ensure satisfaction & retention in line with the strategies of the Airline IT and Distribution business units as outlined above - Facilitate and foster this relationship to maximise information flow, influencing, lobbying and customer's satisfaction - Advocate customer voice into Amadeus to ensure the best service to customer - Oversee quality of product delivery and service delivery to customers - Define, select, and monitor the implementation of the level of service appropriate for each customer while retaining profitability, approve corrective actions - Act as an escalation point in case of major incident
Business Development & Budgeting:
- Build strategic partnerships within Amadeus, customer's organisations and with other industry players as appropriate. Advocate customer within Amadeus as well as represent Amadeus within customer organisation. Achieve business targets, fulfill customer/region and Amadeus objectives and expand market scope - Be accountable for customer P&L, profitability, sales pipeline and bespoke development forecast, and propose annual budget (IT & Distribution) - Identify & develop new business opportunities while maintaining or increasing revenue and profitability in particular new distribution business models - Provide guidance to sales, legal and solutions organizations to adapt Amadeus approach to customer and maximize success - Approve proposals, response to RFPs with the help of the AIT Sales team, delivery plans proposed by the business units. - Provide guidance to Revenue management team for the billing related to IT and Distribution products and solutions. Be responsible for manual billing of non-standard solution
Organisation
- Oversee several cross-functional groups of global Amadeus staff in the delivery of products and services - Propose cross departmental initiatives - Influence other Amadeus stakeholders - Organise recurrent governance meetings with customer
Internal Communication
- Foster and actively maintain a culture of knowledge sharing within the Amadeus commercial organisation - Actively promote team's sharing of account information within the extended Account Management team and with other stakeholders - Sponsor and occasionally contribute to the Airline Knowledge Community
Resources & Skills Development
- Ensure adoption and implementation of the key account/regional vision and strategy at all levels of the organisation through the PDR process - Set objectives and monitor performance of Account Manager team and for Extended Account Teams, in collaboration with Senior Manager where applicable
-Recruit, manage, motivate, and lead Account Manageemnt team to ensure the right level of service to customers. Identify and represent the needs of the key account/region to the Airline IT and Distribution Business Units, Markets and to Development.
Desired Skills and Experience
Education:
Masters level University Degree. MBA would be an asset.
Relevant work experience:
10-12 years experience in the travel distribution or airline industry. Minimum of 8 years in a customer facing environment (such as project management, sales, customer support or business development) with management responsibility in terms of staff and business ownership in the multi-million euros range. Excellent understanding of the economics of the distribution & Business IT Singapore and experience in e-commerce direct sales or IT sales highly desirable. Demonstrated ability to influence the organisation. Ability to work in a politically complex environment.
Business understanding:
Excellent understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players.
Skills:
• Excellent Negotiation Skills • Excellent Presentation Skills • Interpersonal and people management skills • Influence and conflict management
No comments:
Post a Comment