Global Account Manager - TMC Partners

Etihad; Abu Dhabi; On-site; AED 420,000 - 540,000; Full time

Job summary

Etihad is seeking a Global Account Manager (GAM) within its Travel Management Company (TMC) portfolio. You will lead the commercial strategy, drive growth across global TMC partners, and serve as the main contact for strategic and operational engagement.

The role requires deep TMC market knowledge, strong negotiating and analytical skills, and cross-functional collaboration with Pricing, Revenue Management, Marketing and Network to maximize revenue and market share.

Qualifications

• Bachelor's degree in Business, Aviation, Tourism or related fields required; Master's preferred.
• 7–10 years' experience in B2B sales or account management, preferably in aviation, marine travel, or global mobility.
• Strong understanding of the TMC / corporate travel ecosystem, seasonality, negotiation and contracting models.

Responsibilities

• Own and develop a defined global portfolio of TMC partners and act as primary contact for commercial performance.
• Drive revenue growth by shaping a global TMC sales strategy and strategic partnerships.
• Lead contracting/negotiation including fare programs and incentive setups to secure Etihad's market position.

Skills

Negotiation

Analytics

Stakeholder management

Presentation skills

CRM fluency

Education

Bachelor's degree in Business/Aviation/Tourism

Master's degree (preferred)

Tools

Salesforce

Excel

Job description

Job Description:

Job Description

Synopsis

The Global Account Manager (GAM),Travel Management Company (TMC) is responsible for leading Etihad's commercial strategy, account development and growth across our global travel management partners.

This role will manage and develop a defined global portfolio of TMC partners, acting as a point of contact on accountability for commercial performance, contracting, strategic engagement and growth.
The role requires deep understanding of the operational and commercial nuances of the TMC segment, including high level of negotiating skill, strong analytical background, will have worked with TMC on marketing and able drive business growth, will work cross-functionally with Pricing, Revenue Management, Marketing, Distribution, and Network to unlock revenue, grow share, and ensure competitive positioning in this high-potential vertical.

Accountabilities

• Own the global commercial relationship with TMC partners, serving as one of the central points of contact for all strategic and operational engagement.
• Drive revenue growth, develop and execute a global TMC sales strategy, focus on strategic partnerships and seeking new opportunities that are aligned to Etihad's revenue goals, network priorities, and key embarkation markets.
• Lead the contracting and negotiation process, including fare programs, override structures, incentive setups, to ensure Etihad's number one position.
• Collaborate with Sales Products and Programs, Sales Steering, and Revenue Management colleagues to ensure the global TMC segment is competitive, flexible, and aligned to revenue targets while protecting our share.
• Identify tactical sales opportunities, including working with the regions across the network to ensure our position as a strategic partner with the global TMCs.
• Monitor and track performance at a global and regional level, leveraging Salesforce, and custom internal databases and dashboards to identify growth opportunities, underperformance, or account risk.
• Facilitate global commercial alignment, ensuring regional sales teams and GSA partners are coordinated and supported in their management of global TMCs
• Lead QBRs and performance reviews with TMCs, presenting actionable insights and securing buy-in for future growth strategies.
• Act as the internal subject matter expert for the global TMC segments, advising network planning, route development, and new station setup teams on market dynamics and sales opportunity.
• Represent Etihad at key trade events, conferences, and industry summits relevant to the TMC sectors.

Qualifications

Education & Experience

• Bachelor's degree in Business, Aviation, Tourism or related fields required; Master's preferred
• 7-10 years' experience in B2B sales or account management, preferably in aviation, marine travel, or global mobility
• Strong understanding of the TMC / corporate travel ecosystem, seasonality, negotiation and contracting models
• Demonstrated success in managing strategic accounts across multiple markets and functions
• Skilled negotiator with strong commercial analytical acumen and marketing experience
• Excellent presentation and stakeholder management skills
• CRM fluency (Salesforce preferred), with strong Excel and analytical skills
• Willingness to travel internationally as required

Additional Information

• Open to International candidates, relocation package is provided.

Etihad Airways is more than the UAE's national airline - we're shaping the future of global aviation. From our hub in Abu Dhabi, we connect people across continents and cultures, while driving our "Journey 2030" ambition to double our fleet, expand our network and grow our people for a new era of excellence. Join us and become part of a vision where the world is your workplace and extraordinary experiences take flight.

To learn more visit www.etihad.com

Division: Revenue & Commercial Division