Account Steering Expert

5 days ago

Singapore LUFTHANSA GERMAN AIRLINES (DEUTSCHE LUFTHANSA AKTIENGESELLSCHAFT) Full time

The Account Steering Expert proposes sales activities and options for action based on performance data analysis and evaluation of customer portfolios. She/he enables the Account Management and New Business & SME Account Management to develop her/his portfolio and optimizes sales activities/ solutions by steering visits and pre-paring sales presentations accordingly. She/he is involved in the Execute Sales and Sales Steering process.

**Task**
- Derive account management activities, based on monthly analysis and evaluation of account management portfolios and their possible revenue potentials for LH Group & JV partners
- Weekly planning and optimization of customer visits / calls based on revenue performance and future trends identified in close collaboration with the Account Management
- Contribute to the creation of action plans triggered by the Market Steering & Performance Management function and initiate the defined measures in the relevant markets
- Identification of sales based opportunities & threats by competition monitoring. Ensure a seamless cooperation with Market Steering & Performance Management and Market Offer Coordination function
- Ensure quality of agent/corporate reference data in the relevant LH Group sales tools and update of customer profiles in CRM system
- Regular analysis & evaluation of customer account performance (corporate / SME accounts and travel agencies / travel management company) as a basis for annual contract planning and contract settlement
- Comprehensive preparation of contract and tactical incentive proposals (incl. individual quotations & ‘Outside Bandwidth Requests’) in cooperation with the Account Management
- Market interface for contracting toolprocess flow (e.g. Contracting Competence Center, if applicable)
- *All other duties as assigned or required

**Experience and Qualifications**:

- Bachelor Degree in Business Management or equivalent skills and knowledge
- Minimum of 3 years of experience in the airline industry in Account/Sales steering or equivalent analytical experience
- Expert knowledge of Lufthansa / Lufthansa Group tools: Revenue Management Tools, CRM Tools, Contract Management Tools
- Good computer skills
- Good Knowledge in MS Office.
- MS Excel, MS Excel Macro VBA, MS Powerpoint, MS Access
- Excellent communication and excellent command of English both written and spoken
- Knowledge of German and any Asian languages desirable
- Must possess permit to work in the country assigned
- Ability to work under pressure
- Willing to travel

**Personal Competencies**
- Analytical Skills
- Entrepreneurial / commercial mindset
- Ability to manage complexity
- Independent and proactive approach
- Strategic and conceptual thinking
- Attention to quality and details
- Assertiveness
- Problem solving/solution oriented
- Communication Skills (verbal and written) / Interpersonal Skills
- Conflict management skills
- Cooperation Skills / Team player
- Structured / systematic approach / process orientation
- Professional and confident manner

If this is you, please forward your detailed resumes including your current and expected salary via online.

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