Account Manager; Agency

Overview

Account Manager (Agency)

Department:
Sales

Reporting Line:
The employee reports directly to Sales Manager Agency

Internal Communication

• Sales Planning
• Business Operations and Admin
• Marketing and Ecommerce
• K/AM (TMC & Corporate)

External Communication

• Productive ARC-Agency accounts including, but not limited to consolidators, tour operators, cruise agencies, consortiums, online travel agents, group specialists.
• National Tourism Boards:
  Joint trade activities
• Trade associations:
  Networking & Sales opportunities

Purpose:
Efficiently grow revenue and share with agency accounts primarily via phone/TEAMS/email/Sales call channels

• Own a portfolio of agencies including tour operators, consolidators, consortiums, online travel agencies, cruise agencies, etc
• Understand needs of assigned agency accounts (typical ODs, price sensitivity, segment served, NDC, etc) through agency contacts, internal/external data, and news sources.
• Primary communication with accounts expected to be via phone or email channel but face-to-face sales calls should be undertaken as needed. Virtual TEAMs calls is another option.
• Keep up to date on latest SIA Group’s fares, product, schedule, and network info
• Be a source of market intelligence on competitors’ fares, promotions, and market activities.
• On annual basis, identify accounts with highest growth potential and prepare account plans.
• Deploy the right solution (incentive schemes, specialty net fares, etc) to grow SIA`s share
• Build relationships with agencies and ensure they are up to date on latest promotions, pricing and product.
• Ensure incentive contract commitments are executed/achieved on time
• Execute interventions to improve performance, including joint marketing campaigns.
• File sales reports in SMT with account and sales call information.
• Analyze performance of accounts to adjust solutions as needed (Dashboard/Tableau) and document learnings in SMT

• Proactively identify Group sales opportunities; execute with help from Sales Ad/Ops (Groups)
• Act on leads to develop the no. of mid to large sized agencies for SIA
• Stay up to date on local events, disruptions, holidays, competitors actions to capture temporary or seasonal opportunities that occur
• Analyse performance against such opportunities and document results in SMT

• Represent SIA in industry events, trade shows, fairs, etc.
• Share B2C and B2B marketing materials created in a shared cloud for use by rest of the team.
• Be well-prepared for regular sales meetings.

• Minimum of five years’ sales experience in the air travel industry.
• Effective interpersonal, communication and presentation skills
• Highly motivated with a strong ability to achieve targets and meet deadlines
• Innovative sales approach and positive work attitude
• Proficient in office IT tools and data analysis.
• Basic understanding of GDS’s and NDC value proposition.
• College degree preferred.
• Within driving distance to major international airport
• Job Type: (Hybrid)-Full-time with benefits

• # Of accounts managed
• OD uplift and market share
• # Of new leads, accounts, opportunities, and incentive schemes
• Revenue from own accounts
• NDC Pen-rates above 35% for key accounts.
• Support key promotions & marketing plans
• Oversee resolution of tactical client issues with Sales Ops and Finance
• Overall revenue growth of sales division
• Coordinate with other AMs (team players) to increase managed agency revenue.

• Client requests
• Deployment of agency-specific solutions (incentive agreements, special fares)
• Influences POS-level sales strategy
• Influences marketing & promotion plans
• Influences contract exceptions where applicable

When required, the incumbent may be assigned other duties or transferred to another department or location as directed by Management.

Note: This job description reflects the current responsibilities and requirements. It is not intended to be an all-inclusive list of duties and qualifications.