Manage, retain, and grow a portfolio of indirect trade accounts across the assigned territory by driving revenue growth, strengthening strategic partnerships, and delivering sustainable market share outcomes aligned with Etihad's commercial objectives.
Key Objectives
* Grow revenue and market share across assigned indirect trade accounts
* Retain and develop high-value accounts through structured account planning
* Identify and convert new business opportunities within the territory
* Deliver actionable market intelligence and performance insights to leadership
Accountabilities
Account & Relationship Management
* Manage and service an assigned portfolio of indirect trade accounts, maintaining strong senior‐level relationships.
* Act as Etihad's in‐market representative, ensuring consistent engagement and timely resolution of customer needs.
* Conduct formal account reviews at least twice annually, supported by performance and market analysis.
* Develop and implement account development plans in collaboration with the National Partnership Manager.
* Identify, prioritize, and pursue revenue‐generating opportunities using a structured sales pipeline.
* Propose and execute ROI‐driven sales initiatives within dealing guidelines, providing justification where required.
* Coordinate promotions and commercial initiatives with trade partners and OTAs to achieve revenue and share targets.
* Effectively position Etihad's value proposition, justify pricing, and differentiate from competitors.
* Monitor portfolio and territory performance and provide regular insights and recommendations to leadership. Identify and report market trends, risks, and opportunities impacting revenue and competitiveness.
* Respond promptly to new business requests across relevant market segments.
Product, Network & Partnership Expertise
* Maintain strong knowledge of Etihad's network, products, digital capabilities, ancillary services, and joint venture offerings.
* Collaborate with codeshare carrier sales teams to implement joint initiatives that drive awareness and revenue across partner networks.
Internal Collaboration & Leadership Support
* Work closely with the General Manager AUNZ, and all other Etihad teams on planning, analysis, and initiative delivery.
* Support broader commercial objectives with a focus on PRASK and sustainable quality revenue growth.
Compliance & Safety
* Comply with all Etihad corporate policies, service standards, and safety procedures.
* Actively support Etihad's safety culture and reporting requirements.
Qualifications
* Bachelor's degree with 3 years of relevant experience (or equivalent professional experience).
* Strong knowledge of airline products, services, and distribution channels
* Proven experience in account management, sales, and revenue growth
* Strong commercial acumen, financial planning, and analytical skills
* Excellent negotiation, communication, and presentation abilities
* Ability to build strategic partnerships and diagnose customer needs
* Strong understanding of the Australian & New Zealand travel industry
* Highly organized, self‐motivated, and able to work under pressure
* Advanced Microsoft Office skills
* Willingness to travel domestically and internationally
* Flexible to work outside standard business hours as required
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