Commercial Accounts Advisor

AIR CANADA; Sydney; On-site; AUD 90,000 - 120,000; Full time

Job summary

Air Canada in Sydney seeks a Commercial Accounts Advisor to maximize sales by strengthening relationships with travel management companies, corporate clients, and industry partners across Australia.

You will negotiate agreements, manage budgets, and drive revenue growth while coordinating with the commercial office in Sydney. The role requires extensive travel and a strong sales track record.

Qualifications

• At least five years of sales experience in the airline or travel industry.
• Strong network of key contacts in the travel industry.
• Experience in business planning and account management.
• Excellent communication and interpersonal skills.
• Advanced computer skills (PowerPoint, Word, Excel, Salesforce).
• Willingness to travel between states and overseas.

Responsibilities

• Develop and implement sales strategies to achieve revenue and market share in Australia.
• Manage and grow Air Canada's commercial client portfolio in Australia.
• Establish and administer territory budget processes.
• Negotiate contracts with companies and partners.
• Prepare reports on activities and market insights.
• Maintain relationships with travel management companies and corporate clients.

Skills

Sales

Account management

Relationship building

Negotiation

Business strategy

Tools

PowerPoint

Word

Excel

Salesforce

Job description

Belonging to Air Canada is to belong to a Canadian symbol, Air Canada recently voted best airline in North America. Take off your career by joining our innovative and diverse team at the forefront of passenger air transport.

The primary task of the Commercial Accounts Advisor is to maximize Air Canada's sales by building relationships with the industry and developing and maintaining existing relationships, while establishing and deepening new business relationships. The incumbent will manage and grow the business of Air Canada's current commercial clients in terms of revenue and market share in Australia or with assigned accounts, leveraging the flexibility necessary to support other travel agency segments in the future based on evolving business needs.

This person will be responsible for raising Air Canada's profile by planning and organizing commercial activities focused on regular communication with travel management companies, business travel agency managers, direct corporate clients and travel managers.

Working within an agreed budget while negotiating mutually beneficial agreements with preferred carriers, incentive bonus agreements and corporate contracts with travel management companies, corporate clients and other partner travel agencies as the portfolio evolves.

Responsibilities :

• Develop and implement sales strategies and plans to achieve revenue and market share objectives for designated accounts, travel management companies and corporate clients in the Australian market, while supporting other travel agency segments as needed.
• Develop and implement sales strategies and plans to increase business from existing commercial clients and market share among designated clients and partners within traditional corporate accounts.
• Establish and administer the territory budget preparation process to ensure maximum sales and revenue opportunities.
• Take charge of establishing and managing business relationships between Air Canada and designated corporate accounts, managed and unmanaged, located in points of sale in Australia.
• Negotiate and implement contractual agreements with companies, ensuring the maintenance of high performance, capturing growth opportunities and focusing on the quality of turnover.
• Constantly research potential clients within the corporate market and evaluate opportunities for direct and indirect sales channels, including future growth opportunities related to other travel agency segments as needed.
• Weekly, prepare the schedule of sales-related calls, ensuring that the accounts under responsibility are serviced and maintained. Ensure that Air Canada's promotional and tactical sales material is distributed to clients through calls or sales email exchanges.
• Regularly review the revenue performance (direct and indirect) of accounts and develop sales strategies to ensure the achievement of projected growth.
• Leverage Air Canada's international contracts to establish relationships with local companies that hold subsidiaries, wholly owned or in joint venture.
• Periodically conduct individual assessments of the business activities of corporate accounts forming part of the portfolio, identifying growth opportunities and market share transfer.
• Participate in the implementation of a direct booking channel for businesses and develop a strategy aimed at directly targeting commercial clients using the new tool.
• Plan training sessions, product updates and regular presentations for travel management companies that are preferred partners of Air Canada.
• Establish and maintain relationships with other partner travel agencies as business needs evolve, while focusing efforts primarily on corporate partners.
• Ensure that business information, trends, developments, competitor activities and other local elements that may have repercussions on Air Canada are reported correctly and immediately to the commercial office in Sydney.
• Prepare bimonthly reports describing activities, achievements, market studies and plans for the following month.
• Search for additional opportunities in the business environment, from contacts coming from partner carriers, business travel management companies and local trade associations.
• Resolve client conflicts and complaints in a constructive and professional manner.
• Keep the sales and client database up to date to ensure accuracy.
• Ensure that Air Canada's brand and market profile are raised, promoted and positioned with the public in its territory.
• Maintain ongoing liaison and interact with the National Commercial Manager to ensure that the company's strategic direction aligns with the specific accounts and territory.
• Attend sales team meetings and industry conferences as needed.
• Prepare and create models for agency evaluation and the establishment of individual business priorities and objectives.
• Perform other tasks and assume other responsibilities as needed.

NOTE: DUTIES AND RESPONSIBILITIES MAY INCLUDE SOME OR ALL OF THE DUTIES AND RESPONSIBILITIES LISTED ABOVE, BUT OTHER RELATED TASKS MAY ALSO BE REQUIRED BY THE SUPERIOR.

Qualifications

• At least five years of sales experience in the airline or travel industry, a requirement.
• Strong network of key contacts in the travel industry, an asset.
• Demonstrated experience in business planning and account management.
• Passion for sales, a requirement, and demonstrated experience of regularly exceeding objectives.
• Strong communication and interpersonal skills.
• Excellent analytical, organizational and planning skills
• Ability to work well under pressure and meet deadlines; strong motivation and ability to work autonomously with little supervision.
• Good judgment, discretion and decision-making ability.
• Advanced computer skills, including working knowledge of PowerPoint, Word, Excel and Salesforce.
• Flexibility required to work overtime, including some weekends, and to travel between states and overseas, sometimes on short notice.
• Potential use of own vehicle for service travel with the possibility of being reimbursed for related expenses in accordance with Company policy.

Employment Conditions :

Candidates must be eligible to work in the country concerned at the time a job offer is presented and are responsible for obtaining work permits, visas or other necessary authorizations. Proof of eligibility must be provided before the start date.

Linguistic Requirements

Equal skills being equal, preference will be given to bilingual candidates.

Diversity and Inclusion

Air Canada is resolutely committed to diversity and inclusion and aims to create a healthy, accessible and rewarding workplace that highlights the unique contribution of our employees to the success of our business.

As an employer that guarantees equal access to employment, we encourage the most diverse applications in order to be able to endow ourselves with a workforce that is varied and representative of our clients and the communities where we live and offer our services.

Air Canada thanks all candidates for their interest, but only persons selected for an interview will be contacted.