Manager Key Accounts

5 days ago

Doha, Qatar Qatar Airways Full time

**About the role**
We are hiring your skills to establish, own, manage and grow the TMC channel and portfolio of Global TMC partnerships, focusing on driving revenue and best practice adoption through deep understanding of customers’ needs, challenges and opportunities within their business, maximize channel performance through formulation, development and implementation of tools and products to drive sales and revenues.

Other key strategic & operational duties would include:

- Responsible for managing Global TMC partnerships and their global account management across the full sales cycle, including contract management, deal negotiations, performance management and sales and marketing initiatives.
- Develop the TMC channel strategy to drive TMC sales performance, maximize revenue contribution and meet assigned targets.
- Creating guidelines and processes that equip regions to improve go-to-market speed
- Adding products and services to TMC offering to enhance value proposition and meet changing customer needs
- Building and leveraging TMC partnerships to increase opportunity segments including Corporate, SME and MICE.
- Incorporating global best practices in Value Added selling and Strategic Account Management working through Regional and local teams.
- Ensure that the right structure, standards and processes are in place in order to facilitate the development, management and growth of TMC sales
- Work with the Head of Business Travel to actively input insights from the TMC Channel into the development of the distribution strategy
- Improve return on TMC agreements and work with Internal stakeholders to develop products for TMC customers
- Work with Cost of Sale Manager to set guidelines for cost of sale with a focus on improving ROI.
- Work in collaboration with Pricing & Revenue Management and Regions to finalize annual TMC Guidelines for timely negotiation and re-negotiations of PLB contracts.
- Hold responsibility for TMC channel target at a global level and work collaboratively with Global and local account managers to review channel performance and optimize contracts
- Monitor activities that impact TMC sales revenue and performance through use of data. Report and take appropriate actions as far as is practicable to maximize opportunities or defend revenue as required.
- Act as a liaison between central sales and the various HQ departments to ensure a coordinated approach to TMC sales
- Benchmark best practice in the industry to ensure QR’s sales practices remains in line with industry best practice
- Hold quarterly conferences to share successes and best practice across the Regions, e.g. in Value Added selling and Strategic Account Management
- Perform other department duties related to his/her position as directed by the Head of the Department

**Be part of an extraordinary story**
Your skills. Your imagination. Your ambition. Here, there are no boundaries to your potential and the impact you can make. You’ll find infinite opportunities to grow and work on the biggest, most rewarding challenges that will build your skills and experience. You have the chance to be a part of our future, and build the life you want while being part of an international community. Our best is here and still to come. To us, impossible is only a challenge. Join us as we dare to achieve what’s never been done before. Together, everything is possible.

**Qualifications**:
**About You**

We are looking for a passionate and experienced professional to join the Global Sales team
- Bachelor’s degree qualified
- 8+ years of relevant experience
- Experience of consultative selling on a Global/Multinational level, preferably in airline corporate sales
- PC literate with excellent skills in MS Word, PowerPoint and Excel plus data understanding
- Demonstrate analytical thinking, creativity and initiative
- Proven airline commercial skills and business acumen
- Sound knowledge of the business travel industry
- Commercially-minded, organized and able to balance multiple client relationships
- Strong influencing and negotiation skills
- Strong decision-making and problem solving skills
- Excellent planning and time management skills
- Budgetary and planning experience with proven ability to successfully negotiate contracts and maximise ROI

**About Qatar Airways Group**
Our story started with four aircraft. Today, we deliver excellence across 12 different businesses coming together as one. We’ve grown fast, broken records and set trends that others follow. We don’t slow down by the fear of failure. Instead, we dare to achieve what’s never been done before.

So whether you’re creating a unique experience for our customers or innovating behind the scenes, every person contributes to our proud story. A story of spectacular growth and determination. Now is the time to bring your best ideas and passion to a place where your ambition will know no boundaries, and be part of a truly global community.

**How to Apply

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