Account Manager, Lufthansa Group and Star Alliance

Details

Major Responsibilities:

Business Role

Implement a business development and retention strategy for the assigned airline customer(s). Advocate customer within Amadeus as well as represent Amadeus within customer organisation. Identify and prioritise distribution and markets opportunities with the customer. Meet business targets and fulfill the customer's and Amadeus' objectives.

Responsibilities

- Help define the Amadeus strategy and vision around distribution. Own it, continuously improve it and communicate it to the Extended Account Team, Senior Account Manager, Account Director, Top Management and the Account Management community
- Understand customer business drivers, challenges, organization, and decision processes across all aspects of their business that may impact Amadeus
- Ensure that customer needs are aligned with Airline IT & Distribution BU's objectives and contribute to the development of an acquisition, development and retention strategic plan
- Participate in the Account Development Plan

- Develop a relationship structure between the relevant levels of decision for both Amadeus and Customer organizations
- Facilitate and foster this relationship to maximise information flow, influencing, lobbying and customer's satisfaction
- Advocate customer voice in Amadeus
- Ensure contract execution for the interest of both Amadeus and customer and liaise with legal to resolve issues
- Ensure constant alignment of implemented services, contracted services & invoices
- Collaborate with Amadeus departments to act on the priorities and objectives to meet customer development plan, and to deliver unified responses to customer
- Monitor quality of product and service delivery to customer, escalate delivery issues, request improvements if needed

- Help manage customer P&L, profitability, sales pipeline and bespoke development forecast, and provide annual budget input
- Identify & develop new business opportunities while maintaining or increasing revenue and profitability
- Identify customer product and services requirements and give recommendations to Amadeus product departments regarding products and pricing policies
- Manage the targeting, sale, negotiation and contracting processes for additional products & services
- Support and provide guidance to sales, legal and solutions organizations to adapt Amadeus approach to customer and maximize success
- Contribute to proposals, response to RFPs, delivery plans proposed by the business units
- Update CRM information

- Participate in a cross-functional group of global Amadeus staff in the delivery of products and services
- Ensure execution of contract by program delivery teams

- Identify, share and re-use commercial Best Practices, experiences, and lessons learnt within the commercial organisation
- Actively share account information
- Maintain commercial knowledge repositories up-to-date.
- Collaborate to knowledge creation, sharing and maintenance.

- Implement the Account Management vision and strategy through the PDR process
- Participate in a continuous improvement process for measuring and improving performance, satisfaction and skills

Requirements:

Education

Masters level University Degree.

Experience

5 years experience in the travel distribution or airline industry. Minimum of 3 years in a customer facing environment (such as project management, sales, customer support or business development). Good understanding of the economics of the distribution business and experience in e-Commerce direct sales also desirable.

Busines Understanding

Good understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players.

Skills

- Excellent Negotiation Skills
- Strong analytical and numeric skills
- Strong writing skills in the context of commercial proposals
- Presentation Skills
- Interpersonal and people management skills

Specific knowledge

- Excellent and proven sales skills
- Good financial and analytical understanding
- Good knowledge of the Amadeus Products, Solutions & Services
- Demonstrated customer orientation
- Demonstrated business development expertise
- Demonstrated IT knowledge
- Amadeus Company: overall understanding (organisation and functions) is an asset

Language

- English: Fluency required
- Other languages: French and German and asset

- PC skills: Very good, specifically Excel and Word

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