LUFTHANSA GROUP -Strategic Account Manager

The Walshe Group; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

The Walshe Group represents Lufthansa Group in Australia, shaping strategic partnerships with major TMCs, corporate travel buyers and NSW agency customers. Based in Sydney, you will develop a high-profile portfolio of corporate, TMC and strategic customers with the Lufthansa Group brands.

You will work closely with the GM Commercial and foster opportunities across Australia, New Zealand, Malaysia and Brunei.

Qualifications

• Proven airline sales experience.
• Deep knowledge of the Australian corporate travel market.
• Established industry relationships with key players.
• Track record of growing accounts and delivering outcomes.
• Strong commercial judgement and stakeholder engagement.

Responsibilities

• Develop and strengthen commercial relationships with corporate, TMC and travel industry stakeholders.
• Identify new business opportunities and advance them through customer engagement.
• Create and execute commercially focused account plans with clear objectives.
• Lead customer presentations, discussions and partnership initiatives.
• Identify growth opportunities across premium travel, Lufthansa Group’s network and multi-brand offerings.
• Drive activity related to government travel and the Singapore Airlines Joint Venture.
• Maintain proactive customer meeting rhythm and CRM discipline.
• Leverage sales data to identify opportunities and guide next steps.
• Share customer plans and market insights to support national coordination.

Skills

Airline sales

Corporate travel

Relationship management

CRM proficiency

Job description

Strategic Account Manager – Lufthansa Group

Corporate, TMC & Strategic Partnerships | Sydney, NSW

The Walshe Group | Representing Lufthansa Group in Australia

Shape the future of Lufthansa Group’s commercial partnerships in Australia.

An exciting opportunity exists for a commercially driven travel industry professional to represent some of the world’s most recognised airline brands — Lufthansa, SWISS, Austrian Airlines and Brussels Airlines.

Employed by The Walshe Group, you will join our Lufthansa Group sales team, working alongside colleagues across Australia, New Zealand & Malaysia.

We are looking for someone who understands the Australian corporate travel and Travel Management Company (TMC) landscape, knows how to build influential customer relationships, and has the commercial drive to turn those relationships into meaningful business opportunities.

This is a high-profile, hands‑on commercial role with genuine scope to influence strategic partnerships, develop important customer relationships and contribute to Lufthansa Group’s growth in Australia.

Working directly with the GM Commercial, you’ll have the opportunity to bring your ideas, commercial judgement and industry experience to a team focused on customer engagement, collaboration and results.

The opportunity

This is more than a traditional airline sales role.

You’ll play an important part in developing Lufthansa Group’s position within the Australian corporate travel market, working with major TMCs, corporate travel buyers, strategic distribution partners and key NSW agency customers.

Your focus will include:

• Corporate & TMC partnerships: Develop relationships with major travel management companies, corporate travel decision-makers and key industry partners.
• Strategic account development: Build purposeful account plans, identify growth opportunities and turn commercial priorities into action.
• Government travel: Support the development of opportunities associated with Australian Government and Whole of Australian Government (WOAG) travel arrangements.
• Airline partnerships: Identify and progress relevant commercial opportunities linked to the Singapore Airlines Joint Venture.
• NSW market engagement: Develop and maintain strong relationships with important agency customers and travel industry partners.
• National collaboration: Coordinate initiatives, customer plans and market insights with colleagues to support effective execution across Australia.

What you’ll be doing

• Developing and strengthening commercial relationships with key corporate, TMC and travel industry stakeholders.
• Identifying new business opportunities and progressing them through purposeful customer engagement.
• Building commercially focused account plans with clear objectives, priorities and measurable outcomes.
• Leading customer presentations, commercial discussions and partnership initiatives.
• Identifying growth opportunities across premium travel, Lufthansa Group’s international network and multi-brand offering.
• Driving activity connected to government travel opportunities and the Singapore Airlines Joint Venture.
• Maintaining a proactive customer meeting rhythm and strong CRM discipline.
• Using sales insights and commercial data to identify opportunities, understand performance and guide next steps.
• Sharing customer plans, campaigns and market intelligence with colleagues to support national coordination and consistent execution.

What you’ll bring

We’re looking for someone with a strong commercial foundation and the drive to make an impact.

You’ll ideally bring:

• Proven experience in airline sales, corporate travel, TMC account management or a related travel industry commercial role.
• Strong knowledge of the Australian corporate travel market and how TMCs and corporate customers make purchasing decisions.
• Established industry relationships and the confidence to develop new ones.
• Evidence of growing accounts, developing business or delivering measurable commercial outcomes.
• Strong commercial judgement, negotiation and stakeholder engagement skills.
• The ability to balance strategic thinking with hands-on customer activity.
• Initiative, ownership of your results and strong follow-through.
• Confidence using CRM, reporting and sales data to guide activity.
• A collaborative mindset and a willingness to contribute ideas and support colleagues.

Experience in airline distribution, NDC, government travel or joint venture partnerships would be an advantage.

We’re particularly interested in people who are commercially curious, proactive and motivated by growth. You may already be managing a significant portfolio, or you may be ready to take the next step into a role with broader strategic influence.

This is an opportunity to combine the strength of globally recognised airline brands with the close-knot, commercially focused environment of The Walshe Group.

You’ll have the opportunity to:

• Represent Lufthansa, SWISS, Austrian Airlines and Brussels Airlines.
• Develop a high-profile portfolio of corporate, TMC and strategic customer relationships.
• Work directly with the GM Commercial and gain exposure to regional commercial priorities.
• Contribute to important government, corporate and airline partnership opportunities.
• Collaborate with colleagues across Australia, New Zealand, Malaysia and Brunei.
• Bring your own ideas and initiative to a team that values commercial thinking and results.
• Continue developing your expertise in a dynamic international airline and distribution environment.

About The Walshe Group

The Walshe Group is an established aviation, tourism and travel representation business, working with leading international travel brands across the Asia-Pacific region.

In this role, you will be employed by The Walshe Group and dedicated to representing Lufthansa Group in the Australian market.

All applications will be treated confidentially.