Account Manager, Sales at ALML Group

Role Purpose

• To proactively seek out and maximize all revenue opportunities across the account portfolio of independent agents and small to medium-sized corporate accounts; to meet and exceed revenue targets for existing and new business and contribute to the achievement of the revenue targets – individual team and department

Responsibilities

• The responsibility for negotiation, maintenance, and development of independent Agency incentives and small/medium corporate accounts.
• Demonstrate commercial acumen through the implementation of financially aware incentive agreements using both revenue and market share performance as a measurement of commercial viability.
• Responsible for ensuring all completed proposals are to the highest standard and formatted to present Virgin in the most advantageous way to each account.
• Promote incremental revenue for Virgin Atlantic through the use of strategic Marketing and Sales initiatives.
• Establish strong contacts throughout all accounts
• Identify major opportunities to increase sales across all cabins within the existing and developmental portfolio.
• The responsibility for any/all issues/problems that may exist in the individual accounts and ensuring that problem-solving solutions are created and implemented
• Proactively seek out new business streams/leads to achieve agreed targets.
• Acquire, monitor, and feedback market intelligence on competitor activity, operations, and products.
• Formulate and implement counter activity to ensure the protection of existing revenue/market share
• Collate and feedback on all comments on Virgin Atlantics operations and products.
• Create and implement a territory call cycle to ensure maximum exposure to the client base whilst demonstrating a sound knowledge of time management.
• Maximize all revenue opportunities in all cabins throughout the individual account portfolio
• Responsibility for demonstrating customer service orientation at all times.
• Build and maintain strong professional relationships with all levels of the client base.
• Establish relationships that foster creative and flexible solutions on both sides.
• Create robust relationships that add value and drive continual repeat business.
• Build and maintain good working relationships with internal Virgin Atlantic departments, Commercial, Marketing, Revenue Management, etc.
• Actively stay abreast of all developments in the travel industry
• Responsible for presenting Virgin Atlantics route network and products creatively and to a high professional standard.
• Responsibility for presenting Virgin Atlantic Airways and the Virgin Group in a positive and enthusiastic way at all times.
• Ensure proactive and effective communication with all departments that impact the clients/travelers in the account portfolio – primarily Sales, Marketing, Commercial, Revenue Management, Customer Relations, Airports, Overseas Offices, etc
• Flexibility in learning to support a multi-functional department
• Complete all reports requested by the Head of Sales & Marketing timely manner
• Utilise to the highest standard, all systems, programs, and information to enable identification of the highest volume for new revenue opportunities.
• Create profiles and constant updating/management of the Avenue database with all appropriate information.

Requirements

• Must be proactive, and enthusiastic, and demonstrate achievement drive.
• Must have good relationship-building, communication, and interpersonal skills.
• Must demonstrate adaptability and self-confidence.
• Display a high level of business acumen and credibility in all business situations.
• High quality of thinking including analytical and statistical skills.
• Detailed knowledge of Virgin Atlantic products and services.
• Good time management skills, with a proven flair for prioritizing issues and achieving deadlines.
• Good negotiation, presentation, and Account Management skills.
• Creativity in presenting, marketing and events, objection handling, and problem-solving
• Technological competence in the use of Lotus Notes, Excel, Word, and PowerPoint.
• Utilization and analysis of all internal Sales systems e.g. MIDT, Avenue
• Good relationship-building and interpersonal skills.
• Must be resilient.