Airlines - Corporate Operations

Description:

Strategic Account Manager- Large Corporates (Job Number: 026467)


Melbourne CBD
Executive level position
Work with some of Australia’s leading Corporate's


For nearly a century now, Qantas has been bringing travellers together with the people they love – both from around Australia and all over the globe. It’s just part of being the Spirit of Australia.

These days, we’re widely regarded as an airline people can count on – both on the ground and in the air. It’s a reputation that hasn’t just seen us become the world’s leading long distance airline – but an Australian icon, too. And we’d love for you to be a part of that

This is a great opportunity to work within our Business and Government Sales function which is responsible for retaining and growing a portfolio of business customers for the Qantas Group. Reporting to the Lead Strategic Account Manager –Corporate Sales, your position as Strategic Account Manager owns the primary relationship with the Strategic Account to maintain and secure the business, with a key focus on delivering revenue and market share targets.

You will need to be passionate about the Airline industry and Qantas and have a least 4+ years’ experience in a similar role, with airline experience desirable but not essential.

We are looking for someone who loves a busy role with a strategic focus but also someone who can manage the day to day operational requirements of a large customer portfolio. You will be directly responsible for negotiating large corporate deals and retaining our customers continued support of Australia’s favourite airline.

Our customers are why we fly and at the heart of what we do every day so being able to impress and deliver a service that meets and exceeds their expectations is critical to your success and suitability for this role.

Here is a snapshot of the day to day role:

Developing and executing an account strategy and plan that is aligned with the customer’s business model, economic and competitive environment for securing revenue and share for each account in the allocated strategic account portfolio
Developing and executing strategies for tactical activity;
Implementing and embedding an account management framework for the Strategic Accounts to optimise share, revenue and yield while balancing cost of servicing
Developing and implementing a multilevel key customer relationship strategy for the strategic accounts
Maximising the performance of the each Strategic Account to target
Developing and executing a selling and servicing plan which supports revenue generation (effort vs value) including the strategic approach to tailoring the value proposition to customer needs
Manage key relationships at multiple levels within your customer base to influence the buying behaviour to retain business
Building and presenting customised value propositions and commercial terms and negotiating the best commercial outcomes for Qantas aligned with strategic objectives
Participate in and help to drive a winning culture of high performance within the Strategic Account Team
This role will require travel based on customer requirement

Requirements:

Ideally, you will have;

At least 4 years’ experience in Strategic Account Management with a focus on driving Partnership activity
An ability to drive a more for more negotiation with outcomes that benefit both your customer and Qantas
Experience in driving a high amount of BAU activity including regular customer reviews, targeted hospitality events, EA forums, and presenting and reporting on your portfolio
Experience in multiple selling styles and approaches in particular strategic and insight selling,
Experience managing large corporate customers
Experience managing and leading complex contract negotiations with senior managers
Strong commercial orientation and high level of business acumen
Demonstrated ability to deliver results within a complex and competitive business environment
Experience in strategy development and implementation
Exceptional presentation skills
Drives to exceed goals
Demonstrated ability to offer unique perspectives on business issues, analyse data and information, and create customised solutions for customers
Experience in leading and driving change
Having an up-to-date understanding and detailed knowledge of the market and competitive activity
Understanding of the benefits and function of a CRM (Salesforce experience desirable) and experience working with CRMs
Ability to work autonomously, is self-motivated to achieve results and resourceful
Experience working in a high performing team
Exceptional problem solving skills
Ability to manage competing priorities and meet deadlines
Demonstrated ability to make commercial decisions
Participate in and support a culture of high performance


We’ve worked hard to create a culture that will challenge and excite you – and give you the support you need to really go places. Here, everyone’s treated with the respect they deserve. And everyone has the potential to make the most of their skills.

Be a part of something special – get in touch today.

Qantas is an Equal Opportunity Employer – so by coming to work for us, you’ll be part of an organisation that encourages diversity, supports charities and environmental initiatives, and is always striving to bring out the best in Australia’s youth, the arts and sport. We encourage Aboriginal and Torres Strait Islander – and people from every other kind of background – to apply

Qantas Group Company: Qantas Domestic Pty Limited (ABN:21134556255)
Work Type: Full-time
Job Location: AUS-AUS-VIC-Melbourne CBD

Apply