Job Description

Responsible for all assigned Key Accounts and for the entire Customer acquisition process, including contract negotiations, process definition, Key Performance Indicators definition, implementation of services and operational management including performance management Prepare regular sales reports and initiatives and present the same to the Western Regional Sales Manager Work closely with the Western Regional Sales Manager to monitor and evaluate the sales target achievement periodically (monthly, quarterly, annually) Acts as a liaison between the Customer and the Operations, Finance and IT teams of Western Region Analyse market and customer requirements in the Western region and initiates the further development of the Air India business model based on these requirements Drives continuous improvement processes of the assigned customer portfolio Perform comprehensive preparation of contract negotiations (including quotations) and negotiate contracts with existing corporate accounts and Travel Management Companies with clear focus on revenue quality and growth of business Negotiate contracts with high potential / high volume companies identified and developed via respective channels Perform monthly evaluation of portfolio development Identifying new revenue potential in existing portfolio and act as a real sales entrepreneur in developing and implementing new products in order to stimulate further revenue growth Initiate, organize and carry out sales promotion activities as well as incentive and ad hoc deals Act as a distribution consultant when it comes to existing and future new booking channels and/or methods in order to optimize Air India revenue and distribution costs Act as the spearhead for the timely and effective distribution and collection of information to and from the customer and travel agents with the purpose of achieving sales and further cooperation opportunities Follow-up analysis and action plans based on opportunities and requirements out of customer meetings Implement subsequent improvement products/process to relevant customer/travel Liaise with the Business Development unit passing on significant market and competitor information Follow-up on potential sales prospects, who have not entered a contract with Air India, archive, document sales lead without immediate Air India potential and flag for future re-evaluation of their potential

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