Commercial Account Manager SME

PURPOSE OF THE JOB:

Manages the commercial relationships and revenue generation of a portfolio of existing customers. Manages the Account Planning in close co-operation with the Solutions Expert, forming a tandem team, together identifying business opportunities and orchestrating the resources required to realize these, maximizing customer satisfaction and profitability.

Co-ordinate activities with the central GCG Account Managers.

GENERAL ROLES & RESPONSIBILITIES:

• Develop relationship with retail customers
• Manage and implement ADPs for retail customers in the portfolio
• Lead projects impelementation for customer segment
• Acquisition and development efforts as well as re-negotiations
• Non-air sales of Merchant portfolio
• Identify new opportunities and propose solutions to improve customers segment profitability and efficiency
• Ensure that products for these accounts are successfully introduced and sold to the customer
• Ensure successful and efficient delivery of specified projects and IT solutions
• In co-operation with Solutions Expert, specify customer requirements
• In co-operation with Solutions Expert, ensure the resolution of problems identified by customers and SLAs, KPIs, & customer satisfaction
• Keep customer information up to date in CRM system
• Represent Amadeus in customer and industiral events, regional roadshows and workshops

ROLES & RESPONSIBILITIES (Local ACO specifics):

• Provide various reports for internal and external use (Customer reports, CRM pipeline, additional Content sales reports etc)
• Use internal CRM for customer database analisys purposes
• Ensure compliance with all defined Amadeus, CESE, hub, and local sales processes and systems (eg. contracts are signed before orders are placed, etc.)
• Assure the accuracy of all customer data related systems and ensure that all relevant internal systems that rely on accurate customer related data are kept up to date (CRM, PCCMS, Order Management, Invoicing etc)
• Ensure availability of templates and policies (contracts, invoices, etc)
• Perform customer billing

KPI:

• Air bookings
• Acquisition, Retention, Development
• Non-air bookings and additional portfolio under Merchant business
• IT Revenues
• Customer satisfaction
• ADP up to date
• CRM up to date

ORGANIZATION STRUCTURE:

Being a part of sales team, report to head of sales

KNOWLEDGE AND EXPERIENCE:

• University Degree
• Airlines, network or consolidator travel agencies background combined with travel industry experience
• Selling experience of 2 years in service companies with intensive use of IT.

Knowledge and Skills:

• Language: English and local language fluent.
• IT knowledge functional level
• PC skills: Power Point / Excel
• Project Management
• Account management
• High level of knowledge on IT and Online distribution
• Deep knowledge and understanding of Amadeus products and services
• Solution selling (consultative selling)