Business Account Manager - Dubai

Travelport•Marfa, TX

23h•Hybrid

About The Position

BUSINESS ACCOUNT MANAGER | DUBAI Travel obsessed? Big tech fan? Hey, you’re in good company. If you want to be part of the industry that makes the world go round, then look no further. Travelport is the brains behind lots of your travel bookings- plane, car or hotel. Our technology is used to book that magical holiday, infamous bachelorette party or long overdue school reunion. While we can’t solve mosquito bites or lost luggage, we can simplify a lot of the technical parts of travel, and we’re looking for the best thinkers to help us do it. We’re hiring right now for a Business Account Manager! Search for #Travelport on LinkedIn and hear from our amazing team. How you’ll make an impact: A commercial role accountable for the retention and development of a specific number of allocated top & mid-tier, important, volume customers within the APACMEA region. The Business Account Manager will directly own and manage the Travelport relationship with the specified customers with the aim of retaining and growing the revenue and EBITDA generated by those customers for Travelport. The role will encompass establishing best practice for account development, and sharing this back into the wider Travelport APACMEA organisation. Top & Mid-tier customers are critical for Travelport and apart from the responsibility for a significantly large in number account base, the wider objective of this role is to create the model for how top & mid-tier customers should be commercially managed and developed.

Requirements

Educated to degree or equivalent. Minimum of three years working experience in a business to business environment.
Strong commercial skills, including ability to translate customer business requirements into definable actions
Excellent communication and interpersonal skills - persuasive and capable of influencing senior stakeholders both internally and externally. Possessing high degree of self-motivation, confidence, assertiveness and an ability to respond to rapidly changing environments.
Strong commercial understanding of the Travelport business model, core drivers & technology requirements.
Strong knowledge of the travel technology landscape.
Strong functional/technical knowledge of Travelport platform.
Excellent management skills – capable of being both a sales leader but also a strong people manager
Will have a high degree of numeracy.
Must possess an overriding desire to understand, agree and meet customer needs and exceed their expectations, constantly striving to achieve customer satisfaction.
Ability to assess/analyse situations, grasping complexities and identifying issues, applying sound judgement.
Must be able to work closely across the Travelport organisation, creating a strong template for the APACMEA region. The AM should also work closely with colleagues in multiple agency sales verticals / channels including the Enterprise Customer Group, Global OTA, Operators & Agency Consulting & Implementation.
Languages: English — Excellent / Fluent

Nice To Haves

Arabic and European languages — Considered a plus

Responsibilities

Commercial accountability for a specified number of top & mid-tier customer accounts as assigned by Travelport
Primary Agency Sales point-of-contact for the accounts and represents the organisation to the customer and the customer to the organisation.
Develop retention and growth strategies for accounts within the portfolio proactively promoting and selling Travelport products and increase both Top and Mid Tier share and revenue.
Directly responsible for the long-term customer relationship, specifically managing re-negotiation of contracts.
Strong collaboration and matrix/dotted line team with other critical Travelport resources including but not limited to, Customer Support Managers, Search Optimisation, Project Management, Solution Consultants, Solution Developers and API support resource.
Develop the correct account management ‘playbook’- ensuring rigorous account management practices.
Critically the AM should be able to ‘talk the customer’s language’- translating Travelport’s currency of segments, PNRs, etc. into the customer’s language and business metrics i.e. conversion levels, return-on-trip, margin, etc and develop an account process that supports and reflects this.
Ensure Travelport support resources are optimised to deliver the best customer experience.
Build senior relationships throughout the customers organisation and play a strategic role in growing their businesses.
Builds and nurtures business relationships with key decision makers.
Adopts a pro-active stance in account management, looks for new business opportunities within existing accounts and ways of overcoming competitive threats whilst maintaining Travelport profitability.
Maintains good relationships with all key individuals within a specified number of accounts and/or within a geographically defined territory
Responsible for mapping customer requirements to Travelport’s products and services to grow the business.
Develops strategies and orchestrates company resources to maximize sales volume and profit goals within assigned account/territory and accordingly builds and maintains an appropriate sales plan.
Responsible for account penetration and sales growth and manages and maintains active CRM pipeline for their account portfolio.
Maintains complete and up to date account plans as necessary, achieving buy-in for plans with the customer.
Build key stakeholder relationships internally at Travelport to ensure wider delivery of customer requirements.