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Account Manager BtoB


Posted On 09-09-2019


Job Information

Work Experience
1-3 years
Job Function
Sales / Business Development

Job Description

Our client, a global airline, freight and aircraft maintenance provider, is looking for a Corporate Account Manager (BtoB) to join their Singapore office.

Report directly to: Country Manager 

Job overview:

Your main mission will be to execute sales activities, manage (farming) and develop (hunting) the dedicated portfolio in order to maximise its value in terms of revenue and / or market share within the scope of the Established Business Plan.

Main responsibilities:

  1. Account Plan Definition:  Create insight into the travel and booking behaviour of the Corporate / Travel Agency's client base in order to create better customised offers; Define and maintain an Account Plan for each account in the portfolio; Ensure the foundations for a long term win-win partnership; Facilitate the conditions for growth of the account's value.
  2. Contract Negotiation: Timely and accurate preparation of the offer in line with the applicable policies and guidelines; Draw up a tailor-made proposal depending on the customer's potential revenue on the proposed scope within the margins and guidelines set by Pricing and Revenue Management;
  3. Manage Relationship on a Daily Business: Build a network and manage the relationship inside the client organization to identify key decision makers (traveler, HR, finance...etc.); Implement actions; Provide clients with relevant information and impactful presentations on products that correspond to the customer's needs and builds values for them; Participate in client events and the company's events with the aim to exploit new opportunities and increase revenue; Ensure accurate and timely reporting on sales activities in relevant systems; Ensure compliance with commercial policies (including fare rules and revenue tracking processes) and follow up on fare control actions; Liaise with Finance and Accounting Departments to assess and evaluate the customer profile towards minimal risk exposure.
  4. Market Intelligence: Gather information and report on competitors' activities
  5. Managing Portfolio Performance: Monitor the development and analyse the performance of each account; Plan and prepare visits carefully with the aim to discuss and improve results; Act as a pro-active seller in attracting new groups on flights with low demand; Ensure competitiveness and identify new revenue opportunities including cross-selling and up-selling; Contribute to accurate forecasting with reliable portfolio prognoses; Improve high yield customer loyalty and drive repurchasing behaviour by promoting loyalty program.
  6. BD & Prospection: Prepare a prospection (hunting) plan by using market information; Acquire new accounts through recommendation, internal & external sales leads generation (online research, newspaper & media, etc.), or any other method of prospection
  7. Personal Development: Stay up-to-date on network, product and policies of the company, Participate in product briefings, trainings, e-learning modules, etc..
  8. Premium Customers: Provide consolidated feedback of Premium customers on product experience to respective stakeholders in the organisation and takes initiative for product improvements; Prepare reports on market trends, competitors' activities and market visit follow-up reports and reports to the Country Manager on a weekly basis. 

Main requirements

  • Bachelor and above
  • 2 years of corporate sales experience within airline or any other industries 
  • BtoB and corporate sales experience is a must
  • Good with numbers and analytics
  • Self motivated, business and results oriented, proactivity, customer focus and excellent communication & analytical skills
  • Ability to building relationships and team player
  • First experience or knowledge of Microsoft Office (Word, Excel, PowerPoint), Lotus Notes, Altea / Amadeus, Surcouf / Sequoiq, SALTO, MIDT, BI-Portal, QlikView, DWH, etc.. 

For more information about this role, please contact Aurelie (R1434951) at: aurelie@timeo-performance.com
Kindly take note that only shortlisted candidates will be notified. We thank you for your understanding.

About Timeo-Performance 

We are in the skills business! 
Through recruitment, training and consulting, Timeo-Performance provides solutions for increased performance of companies, teams and individuals. 
As our clients are at the center of global business and often serve the APAC region, our solutions need to be sustainable in a multicultural and remote context. Our joint venture with Akteos, the European leader in intercultural training, and partnership with digital learning solutions provider CrossKnowledge have therefore been organic and logical additions to our services.

Timeo-Performance has been helping companies in APAC increase business performance since 2008 with offices in Singapore, Malaysia and Hong Kong.
Highest quality, proximity, pragmatism and energy define how we work.  Feel the Timeo-Performance experience!

Timeo-Performance Pte Ltd - 150 Cecil Street, #15-01
Singapore 069543 - Reg 200811838D - EA License number: 09C4169