VP, Sales & Acct Management

Summary Of The Role

This position is responsible for managing the commercial and contractual relationship with one of the large carriers in Americas. Central to this role is the development and execution of a robust commercial and operational strategy that not only strengthens our partnership, but also proactively identifies both immediate and future business opportunities. While achieving and exceeding sales and revenue targets is a core objective, it's equally vital that our approach continually maximizes customer satisfaction and unlocks long-term value for both organizations.

VP, Sales & Acct Management

This role also involves managing the Amadeus distribution relationship with the Airline, including overseeing the current contract and collaborating with distribution counterparts to create and implement new strategies in response to the evolving distribution market. Success in this role also depends on working closely with various Amadeus organizations, both regionally and centrally. This includes engaging with areas such as Strategic Sales, business lines, solution experts, and the delivery organization.

Through these partnerships, the leader would need to identify needs, establish optimal operating models, and ensure that regional requirements are clearly communicated to Amadeus colleagues across different areas. This collaborative approach is essential for aligning efforts and driving effective outcomes. The scope extends to all solutions within the Amadeus Airlines Solutions portfolios, covering products, services, and partnerships serving airlines and their travelers throughout the travel ecosystem.

In This Role You’ll:

• Develop, execute, monitor/report and communicate on a Strategic Account Development Plan, to maximize revenue and profit and relationship over time
• Work with regional Head of Sales & Account Executives to develop and drive a strategic and tactical plan to realize maximum Annual Contract Value (ACV) potential via both short and long term opportunities
• Work with regional Head of Solutions Consulting to identify Amadeus solutions that meet Airline's needs, and as well provide input to Solution teams with respect to customer specific requirements in North America.
• Work with regional Delivery team and Customer Success Managers and contribute to Customer Success Planning and execution activities.
• Develop strong relationships with the Global Strategic Sales and other central organizations to:
  • Ensure internal visibility and clarity of the challenges and opportunities of a very demanding customer, and drive the right focus from Central to contribute to success
  • Jointly develop new business opportunities (across all horizons and including pilots, co-innovation, partnership opportunities)
  • Look for synergies or new revenue opportunities across Amadeus business lines
• Plan and orchestrate the agenda and cadence of executive and operational meetings and business reviews between Airline and Amadeus, to ensure we are managing both the strategic and tactical at the working and senior management levels.
• Manage daily interactions with Airline related to service issues that may arise, including working teams to solve problems and manage communications

• Manage P&L
• Deliver on sales targets: sales, upsell, renewals/renegotiation, etc. including prepare, present and negotiate commercial proposals and manage renewals
• Drive customer engagement
• Identify un-met revenue opportunities (ex. standalone components, services, etc.) and drive the required analysis and commitment to secure investment and resources
• Build strong commercial relationships

• Build strong relationships within Airline's Business & IT teams including Buyers and Decision-Makers
• Ensure a high level of Customer satisfaction is reached and secured in a sustainable manner
• Identify customer pain points and prepare &/or ensure action plans exist and are actioned to address / mitigate, securing Central support / resources / commitments as required to demonstrate improvement to the Airline
• Develop, manage and execute an Account Governance Plan with at least a minimum yearly strategic review with Airline Senior Management, and quarterly meetings with each strategic area
• Leadership, influence and strategic vision:
  • Lead and execute the geographic and customer segmentation strategy, vision mapping it against market requirements
  • Lead and implement the Sales & Account Management strategy at regional level
  • Contribute to sustaining and growing Amadeus’ market share and revenues in assigned cluster
  • Identify, share and reuse functional best practices, experience and lessons learned within Sales & Account Executive community
  • Lead strategic projects

• Lead and mentor a team of Sales & Account Executives [Staff + Managers] to meet and exceed client and business expectations
• Set clear goals, monitor performance, and provide regular feedback and coaching
• Collaborate…