Sales Account Advisor

Air Canada; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Air Canada is seeking a Sales Account Advisor to maximize sales by developing corporate relationships in Australia and with assigned accounts. You will manage and grow Air Canada’s corporate business, negotiate contracts, and source new opportunities across direct and indirect channels.

You will coordinate with TMCs, corporate travel managers and partners, while maintaining local market intelligence and reporting on progress. Some travel is required.

Qualifications

• Minimum 5 years of airline or travel industry sales experience.
• Strong network of travel industry contacts is an advantage.
• Proven sales planning and account management experience.
• Ability to exceed sales targets and drive revenue growth.
• Strong communication, interpersonal and analytical skills.
• Willingness to travel domestically and internationally as needed.

Responsibilities

• Develop and implement sales strategies to achieve revenue targets in Australia.
• Grow Air Canada’s corporate account base and manage key relationships.
• Negotiate contracts with airlines, agencies and partners for high-yield revenue.
• Schedule regular account reviews and report on progress and market insights.
• Collaborate with local and global teams to align strategy with market needs.
• Provide training and product updates to TMCs and partners as required.

Skills

Airline sales

Account management

Sales planning

Negotiation

Relationship-building

Analytical skills

Microsoft Office

Salesforce

Education

Bachelor's degree in Business Administration

Tools

Salesforce

Excel

PowerPoint

Job description

Being part of Air Canada is to become part of an iconic Canadian symbol, recently ranked the best Airline in North America. Let your career take flight by joining our diverse and vibrant team at the leading edge of passenger aviation.

The principal task of the Sales Account Advisor is to maximize sales for Air Canada by generating, developing and maintaining existing industry relationships, while sourcing and developing new corporate relationships. The role is responsible for managing and growing Air Canada’s current corporate business from a revenue and market share perspective in Australia and/or with an assigned account base, with flexibility to support additional travel agency segments in the future as business needs evolve.

Raise Air Canada’s profile by planning and organizing sales activities around regular contact with TMCs, Corporate Travel Agency Managers, direct corporate customers and travel managers.

Work within an agreed budget while negotiating mutually beneficial preferred airline agreements, agency incentive agreements and corporate contracts with assigned TMCs, corporate customers and other travel agency partners as the portfolio evolves.

Responsibilities

• Develop and implement sales strategies and sales plans to achieve revenue and market share targets from designated accounts, TMCs and corporate customers within the Australian marketplace, while supporting additional travel agency segments in the future as required.
• Develop and implement sales strategies and sales plans to increase existing corporate business and market share with designated customers and partners within the traditional corporate account base.
• Prepare and manage the territory budget preparation process, to ensure the sales and revenue opportunities are maximized.
• Assume ownership for the development and management of business relationships between Air Canada and designated managed and unmanaged corporate accounts located in POS Australia.
• Negotiate and implement corporate contract agreements with a focus on ensuring high yield is maintained while opportunities for growth and a focus on quality revenue are achieved.
• Continually source new corporate leads and assess opportunities across direct and indirect sales channels, including future growth opportunities with additional travel agency segments as required.
• Prepare sales call schedule on a weekly basis, ensuring accounts of responsibility are serviced and maintained. Ensure Air Canada promotional and tactical sales material is distributed to customer base through sales calls and/or email exchange.
• Regularly monitor account (direct and indirect) revenue performance and develop sales strategies to ensure expected growth is achieved.
• Leverage Air Canada global contracts to establish local relationships with local company wholly owned or joint venture subsidies.
• Conduct regular one-on-one business reviews with corporate accounts within portfolio, identifying areas of opportunity for growth and market share shift.
• Assist in the implementation of a direct corporate booking channel and devise a strategy to capture direct corporate business on the new product tool.
• Schedule regular training, product updates and presentations with Air Canada’s preferred TMC partners.
• Build and maintain relationships with additional travel agency partners as business needs evolve, while maintaining the primary focus on corporate-related partners.
• Ensure that local marketing intelligence, trends, developments, competitor activity and other patterns that may impact Air Canada are reported accurately and immediately to commercial office in Sydney.
• Prepare bi-monthly reports; detailing activities, achievements, market feedback, and plan for following month.
• Seek additional opportunities within the business community through contacts from partner airlines, corporate travel management companies and local business associations.
• Resolve conflict and customer grievances in a constructive and professional manner.
• Maintain the Air Canada’s sales and customer database records ensuring accuracy.
• Ensure Air Canada’s market profile is elevated and promoted in assigned territory.
• Continually liaise and interact with the Country Sales Manager to ensure the organization’s strategic direction is aligned with the specific account base and territory.
• Attend sales team meetings and industry-related conferences as required.
• Create and prepare templates for agency reviews, setting individual commercial objectives and priorities
• Other duties and responsibilities may be assigned as required.

NOTE: ACTUAL DUTIES AND RESPONSIBILITIES MAY INCLUDE ANY OR ALL OF THE FUNCTIONAL DUTIES AND RESPONSIBILITIES LISTED ABOVE PLUS ANY OTHER RELATED TASKS AS ASSIGNED BY THE EMPLOYEE’S SUPERIOR.

Qualifications

• Minimum 5 years of experience in Airline Sales or Travel industry sales experience is essential.
• Strong existing network of key travel industry contacts would be an advantage.
• Demonstrated sales planning and account management experience.
• A passion for sales is essential with demonstrated sales experience of regularly exceeding sales targets.
• Strong Communication and interpersonal skills.
• Strong analytical, organizational and planning skills.
• Ability to work well under pressure, meeting deadlines, strong self-motivation and ability to work autonomously and with limited supervision.
• Good judgment, discretion, and decision-making ability.
• Advanced Computer Skills including working knowledge of; Power Point, Word, Excel. Salesforce.
• A degree of flexibility is required to work extra hours including some weekends, and to travel both interstate and overseas, occasionally at short notice.
• May be required to supply his or her own vehicle for business travel and may claim related expenses in accord with company policy.

Conditions Of Employment

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

Linguistic Requirements

Based on equal qualifications, preference will be given to bilingual candidates.

Diversity and Inclusion

Air Canada is strongly committed to Diversity and Inclusion and aims to create a healthy, accessible and rewarding work environment which highlights employees’ unique contributions to our company’s success.

As an equal opportunity employer, we welcome applications from all to help us build a diverse workforce which reflects the diversity of our customers, and communities, in which we live and serve.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted