Account Manager, Corporate Sales - based in Melbourne (Airlines)
Melbourne, Australia | Posted on 03/31/2026
Our client isone of the leading multinational conglomerates.
PositionSummary
Thisrole is responsible for managing, retaining, and growing a portfolio of directcorporate and Travel Management Company (TMC) accounts, with a focus onachieving profitable revenue targets. Key responsibilities include negotiatingand managing corporate airfare agreements, maintaining strong clientrelationships to drive market share and revenue growth, and acquiring newcorporate accounts as directed. The role also involves analyzing accountsperformance, negotiating preferred agreements, and leveraging our globalnetwork to drive new business and develop senior-level relationships within thecustomer base.
KeyAccountabilities:
1. Account Management & Revenue Growth Manage andservice our corporate and TMC accounts as assigned by the Manager, CorporateSales.
* Drive client retention while growing existing andtarget accounts within the portfolio.
* Prioritize accounts based on potential, profitability,and likelihood of success, maintaining a strong sales pipeline to maximizeproductivity.
* Achieve revenue and market share targets througheffective account management and sales execution.
* Propose financial packages within internal commercialguidelines, or provide strong justification for deviations through appropriateapproval channels.
* Negotiate preferred supplier agreements and managecorporate airfare contracts.
* Respond effectively and in a timely manner to alltender/RFP requests.
* Clearly articulate the airlines' value proposition todifferentiate offerings and successfully close deals while ensuring mutualvalue.
3. Account Planning & Performance Management
* Develop and execute account plans in consultation withthe Manager, Corporate Sales, including strategies for retention, growth, andconversion.
* Conduct regular account performance reviews andbenchmarking to ensure competitiveness, with formal reviews at leastbiannually.
* Monitor and analyze account performance againstrevenue and market share targets, and implement improvement plans whererequired.
4. Market Intelligence & Business Development
* Gather and report relevant market and competitorintelligence with direct implications on revenue performance.
* Identify and pursue new business opportunities,working with relevant stakeholders to implement and track outcomes.
* Coordinate and execute sales and promotionalactivities with TMCs and online travel agents (OTAs).
* Provide recommendations on sales programs, corporatesales strategies, and commercial initiatives, including post-implementationperformance tracking.
5. Stakeholder Management & Collaboration
* Build and maintain strong relationships with keystakeholders across corporate accounts, TMCs, and internal teams.
* Maintain regular engagement with clients via email,telephone, and face-to-face meetings, ensuring timely resolution of issues.
* Collaborate with internal stakeholders and the widercommercial team to drive revenue outcomes.
* Partner with codeshare carrier Corporate AccountManagers to develop and implement joint strategic initiatives.
Requirements
* Bachelor's degree in Business, Marketing, or a relatedfield, with at least 5 years of experience in corporate account management,preferably within the travel or aviation industry.
* Experience in B2B sales and corporate travelmanagement, with a strong understanding of airline industry practices andrelated technologies.
* Strong knowledge of airline products and services,both international and domestic.
* Proven experience in delivering high-quality customerservice.
* Experience in developing and executing sales andaccount management programs to drive revenue growth.
* Ability to work accurately and efficiently underpressure to meet customers' expectations.
* Demonstrated ability to build strategic partnershipsand manage key client relationships.
* Strong ability to identify customer needs andtranslate them into commercial opportunities.
* Good understanding of the Australian travel industry.
* Strong commercial acumen, with the ability to solvecomplex business challenges.
* Excellent negotiation, communication, presentation,and interpersonal skills.
* Strong analytical, planning, and problem-solvingcapabilities.
* Strong analytical mindset with the ability to leveragedata for decision-making.
* Sound judgment and decision-making ability.
* Self-motivated with a positive attitude.
* Excellent written and verbal communication skills inEnglish.
* Willingness to travel domestically andinternationally.
* Flexibility to work outside business hours, includingweekends when required.
* Strong planning and project management skills.
* Proficient in Microsoft Office applications.
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