Account Manager, Corporate

**CONTEXT & ENVIRONMENT**
- Singapore: dynamic business hub in Asia.
- Competitive market environment with high capacity (direct and indirect) to Europe.
- “1 group, 2 airlines”: interactive working environment with 2 carriers in operation as ONE company.

**MAIN INTERFACES**
- Internal _
- Country Manager
- Sales Development
- B2C, B2B & B2T Marketing
- Field Pricer
- Regional Sales & Service
- Singapore Airport team
- Central Sales Policy team
- Central Sales Excellence team
- External _
- Corporate Accounts
- Trade Partners
- Chamber of Commerce
- High-Value Customers

**KEY RESPONSIBILITIES**

Portfolio & Account Management
- Design, implement, measure & review portfolio strategy and action plan that align with commercial flight plan.
- Monitor, analyze and manage the Performance of each account in the portfolio.
- Build network and manage the relationship at all level within the client organization.
- Efficiently respond to questions and ensure quick and adequate follow-up to actions defined.
- Plan and prepare visits carefully with the aim to discuss and improve results.
- Provide clients with relevant information and impactful presentations that correspond to customer’s needs and values.
- Ensure competitiveness and identify new revenue opportunities including cross-selling and up-selling.
- Timely and accurate preparation of the offer/contract renewal in line with the applicable policies and guidelines.

Prospection & Business Development
- Prepare a prospection (hunting) plan & consistently follow up the pipeline management process.
- Acquire new corporate accounts through referral, internal/external sales leads generation and other prospection method.
- Partnering with trade partners, chamber of commerce and business groups for new accounts acquisition.
- Participate and/or organize client events and Air France-KLM’ events to exploit new opportunities & increase revenue.

bluebiz/SME Program Management
- Responsible for overall bluebiz portfolio including activity, re-activation, usage of blue credits and achieving the target.
- Managing the performance of bluebiz in term of enrolment, revenue generated and active accounts.
- Maintaining bluebiz database quality by launching reactivation actions, following up enrollments and updating contacts.
- Promoting bluebiz benefits & program rules to bluebiz members, travel agencies and other organization.

Market Intelligence
- Stay up-to-date with airlines and travel industry latest news and trend.
- Gather information and report on competitors’ activities within guidelines set.

Sales Excellence
- Pursue efforts to enhance sales competences and skills with the aim of continuously improving performance.
- Strive for excellence, be an expert and achieve defined target & KPI.
- Stay up-to-date on Air France-KLM’s product & services, information and policies.
- Deliver excellence input for sales meetings, internal business review and during 1:1 meeting.
- Ensure accurate and timely reporting on sales activities in relevant systems.
- Ensure compliance with commercial policies and align with commercial action plan.

**JOB REQUIREMENTS**

Knowledge and experience:

- Bachelor or Master degree (preferably in business administration, economics or similar), or proven capacity to work at this level.
- 2 years commercial experience (preferably in a sales position).
- Proficient in English language, French being a plus.

Competencies:

- Results orientation
- Entrepreneurship
- Customer focus
- Listening skills
- Building relationships
- Initiative & proactivity
- Planning & Organization
- Analytical skills
- Persuasiveness
- Self-motivated