Singapore Airlines Turkey Looking For Account Manager

Singapore Airlines - Singapore Airlines Turkey Looking For Account Manager

PURPOSE OF ROLE:

To promote and sell SIA and SIA group products and services within Turkiye to efficiently grow revenue and market share through agency partners across leisure, corporate and other specialist or online agents. Ensure revenue and share growth targets are achieved across assigned accounts to meet station’s set annual agency and NDC/market share/OD targets.

DUTIES & RESPONSIBILITIES:

AGENCY SALES

· Driving agency performance - Responsible for owning, developing relationships and managing volume, revenue and market share performance of assigned agency account portfolio within the Turkiye including accountability to achieve targets as assigned.

• Own a portfolio of key and large agency accounts including tour/cruise operators, consolidators, TMCs, etc as assigned.

• Thoroughly understand needs of assigned agency accounts (typical ODs, travel class, price sensitivity, segment served, etc) through agency contacts, internal/external data, and news sources

• Be a key source of market intelligence on competitors fares, promotions, and market activities

• Keep up to date on latest SIA fares, product, schedule, and network info

• Deploy the right solution (incentive agreements, nett fares, etc) to grow SIA's share

• Build relationships with agencies and ensure they are up to date on latest promotions, pricing, and product via multiple channels – phone, email, face-to-face sales calls, in-house staff events

• Ensure incentive contract commitments are executed/ achieved on time

• Execute interventions to improve performance, including joint marketing campaigns with agencies

– Work with Marketing Communications & Market Development team to maximise marketing impact for SIA.

– Maintain SIA corporate branding by using materials from station’s marketing cloud

• Ensure SIA is marketed well and easy for agencies to sell from an operational perspective

• File sales reports in SMT with account and sales call information including upcoming interactions

• Analyse performance of accounts to adjust solutions as needed and document learnings in SMT

• Pro-actively feedback internally where business may be hampered by SIA policy or process

· Deliver growth from new and adhoc opportunities

• Proactively identify Group sales opportunities; execute with help from Sales Ops (Groups) Exec
• Via agency sales contacts, identify leads that can be developed into managed corporate accounts and work with corporate AMs to pursue those leads
• Stay up to date on local events, disruptions, holidays, competitors' actions to capture temporary or seasonal opportunities that occur
• Analyse performance against such opportunities and document results in SMT

• Represent SIA in industry events, trade shows, fairs, etc
• Analyze MIS, MIDT and other sales intelligence (e.g. sales dashboards) data

regularly

• Represent SIA in industry events, trade shows, fairs, etc
• Share B2C and B2B sales/marketing materials created in shared sales cloud for use by rest of team
• Be well-prepared for regular sales meetings

PERSONAL REQUIREMENTS

· Efficient verbal and written communication skills

· Has good computer skills and basic GDS knowledge

· Is tenacious, resourceful, results-oriented, innovative

· Is flexible and readily available to resolve client issues with good negotiation skills and grow business through strong consultative selling skills

· Is highly personable; able to identify and build relationships within client organisations

· Is commercially minded, has excellent organisational skills and able to balance multiple client relationships

· Ability to meet deadlines in a stressful environment

· Meticulous attention to detail

· High degree of integrity

· Highly sensitive to local market conditions (e.g. shift in corporate client travel behaviour, competitor moves etc.)

· Is a team player

EXPERIENCE & QUALIFICATIONS REQUIRED:

· Strong commercial acumen, airline or industry experience preferred in corporate sales with a sound knowledge of airline operations, fares, systems such as MIDT and SalesForce.com

· Ability to prepare and deliver PC/laptop/tablet-based presentation to a captive audience

· Account management experience.

· Analytical with proven problem-solving skills

· Bachelor’s degree is preferred

KEY COMPETENCIES:

Client Focus - Understands client’s business and organisation, sharing an interest and understanding of their needs. Keeps client informed of progress or problems enabling them to take alternative action where necessary.

Drive and Enthusiasm - Is motivated by meeting and beating deadlines. Strives to overcome barriers to achieving results. Displays a positive and energetic approach and shows initiative ownership and responsibility.

Team Working - Shares information and knowledge with the team. Helps colleagues when they need it. Shows respect for others’ views and feelings.

• - Makes logical decisions having considered all relevant information and alternative solutions. Considers the broader implications of proposed actions.

• - Speaks clearly and concisely, ensuring all important information is communicated. Asks relevant questions to ensure understanding. Is sensitive to client’s needs, remaining calm and confident, even in difficult situations. When required produces clear and well-structured written communication.

Quality and Operational Performance - Demonstrates a concern for quality of results. Identifies opportunities for continuous improvement. Checks work carefully, ensuring it is delivered ‘right first time’.

Planning and Organisation - Plans and schedules activities to ensure best use of time and resources. Takes a logical and systematic approach to work. Monitors progress on tasks and re-prioritises to take account of changing circumstances as required.

Technical / Professional Skills - Demonstrates technical or specialist know ledge and skills related to the role. Makes decisions and solves problems based on sound technical knowledge. Has thorough grasp of relevant services, systems and procedures.

• - Generates innovative and creative ideas. Puts forward imaginative alternatives and questions traditional approaches. Considers the aesthetic look and feel of any documents or presentations.