Account Manager, Corporate Sales (Sydney)

Malaysia Airlines; Sydney; Presencial; AUD 120.000 - 180.000; Jornada completa

Descripción de la vacante

Malaysia Airlines in Sydney is seeking an Account Manager, Corporate Sales to manage and grow a portfolio of direct corporate and Travel Management Company accounts, with a focus on profitable revenue targets and strong client relationships.

You will negotiate airfare agreements, analyze account performance, respond to tender/RFP requests, and leverage Malaysia Airlines’ global network to win new business and deepen senior-level partnerships within the customer base.

Formación

• Manage corporate and TMC accounts, driving revenue growth.
• Negotiate preferential terms and maintain client relationships.
• Respond to tender/RFP requests and contribute to account planning.
• Develop strategies to retain and expand key accounts.

Responsabilidades

• Account Management & Revenue Growth: service and grow Malaysia Airlines’ corporate and TMC portfolios.
• Drive client retention while expanding existing and target accounts.
• Develop account plans with retention, growth, and conversion goals.
• Negotiate and manage corporate airfare contracts and supplier deals.
• Respond to tender/RFP requests in a timely, professional manner.
• Collaborate with internal teams to drive revenue outcomes.
• Build senior-level relationships across corporate accounts and partners.

Conocimientos

Account Management

Revenue Growth

Negotiation

Client Relationships

Sales Strategy

Business Development

Tender/RFP Response

Market Intelligence

Stakeholder Collaboration

Descripción del empleo

Job Title

Account Manager, Corporate Sales (Sydney)

Reports To

Manager, Corporate Sales (Australia)

Position Summary

This role is responsible for managing, retaining, and growing a portfolio of direct corporate and Travel Management Company (TMC) accounts, with a focus on achieving profitable revenue targets. Key responsibilities include negotiating and managing corporate airfare agreements, maintaining strong client relationships to drive market share and revenue growth, and acquiring new corporate accounts as directed. The role also involves analyzing account performance, negotiating preferred agreements, and leveraging Malaysia Airlines’ global network to drive new business and develop senior-level relationships within the customer base.

Key Accountability

• Account Management & Revenue Growth
• Manage and service Malaysia Airlines’ corporate and TMC accounts as assigned by the Manager, Corporate Sales.
• Drive client retention while growing existing and target accounts within the portfolio.
• Prioritize accounts based on potential, profitability, and likelihood of success, maintaining a strong sales pipeline to maximize productivity.
• Achieve revenue and market share targets through effective account management and sales execution.
• Commercial Strategy Execution & Deal Management
• Propose financial packages within Malaysia Airlines’ commercial guidelines, or provide strong justification for deviations through appropriate approval channels.
• Negotiate preferred supplier agreements and manage corporate airfare contracts.
• Respond effectively and in a timely manner to all tender/RFP requests.
• Clearly articulate Malaysia Airlines’ value proposition to differentiate offerings and successfully close deals while ensuring mutual value.
• Account Planning & Performance Management
• Develop and execute account plans in consultation with the Manager, Corporate Sales, including strategies for retention, growth, and conversion.
• Conduct regular account performance reviews and benchmarking to ensure competitiveness, with formal reviews at least biannually.
• Monitor and analyze account performance against revenue and market share targets, and implement improvement plans where required.
• Market Intelligence & Business Development
• Gather and report relevant market and competitor intelligence with direct implications on revenue performance.
• Identify and pursue new business opportunities, working with relevant stakeholders to implement and track outcomes.
• Coordinate and execute sales and promotional activities with TMCs and online travel agents (OTAs).
• Provide recommendations on sales programs, corporate sales strategies, and commercial initiatives, including post-implementation performance tracking.
• Market Intelligence & Business Development
• Build and maintain strong relationships with key stakeholders across corporate accounts, TMCs, and internal teams.
• Maintain regular engagement with clients via email, telephone, and face-to-face meetings, ensuring timely resolution of issues.
• Collaborate with internal stakeholders and the wider commercial team to drive revenue outcomes.
• Partner with codeshare carrier Corporate Account Managers to develop and implement joint strategic initiatives.