Job Title: Key Account Manager, India

Sharp: Sales

Reports to: Country Manager, Sales-India

Role Summary:

The role is responsible for managing dedicated portfolio, (mix of corporate/agency accounts) and managing business relationships with key Agency partners and corporate accounts. This role is responsible for identifying opportunities and delivering revenue growth for the strategic partners and raising the awareness of the AA brand in the IN market.

This role is responsible for managing all aspects of marketing & promotional activities for these accounts. Structured account development plan will be essential to include promotional activities & events, branch training / virtual training. This role will be responsible for analysis and providing data/account reviews on a regular basis for each of the agency & corporate account.

Key Responsibilities & Accountabilities

Revenue Generation

▪ Responsible for identifying opportunities and delivering revenue growth YoY on the total portfolio contribution.

▪ Focusing on maintaining/growing yields for the Non-Stop DEL-JFK route.

▪ Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

▪ Responsible for analysis and providing data/account reviews on a regular basis

▪ Focus on driving recent business/revenues by leveraging our network

▪ In the best interest of AA ensure customers/partners are also made accountable for the discounts/incentives we offer them by participating in the ROI discussions.

▪ Prioritize time on the opportunities to maximize results

▪ Assess the competitive landscape within accounts

▪ Work collaboratively with AA internal departments and alliance partners

▪ Negotiate rates, commissions and contracts in a timely manner against a background of data and yields to achieve the best return on investment and have a mutually beneficial outcome

▪ To identify SME business & successfully implement and promote within our TMC customers

▪ Make regular sales visits to clients to conduct presentations, seminars,



provide updates on products and services in order to enhance sales opportunities and facilitate sales including catchment areas

▪ Conduct QBR’s with Agencies & Corporates

Portfolio Management

▪ Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive and prominent brand position

▪ Develop and execute strategic account plans for corporates and agencies

▪ Raising the awareness of the AA brand in IN market.

▪ Managing all aspects of marketing & promotional activities

Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

▪ Structured account development plan: FAM trips, promotional activities & events, branch training / virtual training

▪ Conducts discussions with customers to understand their view and increase mutual value

General

▪ 12-15, F2F meetings in a week including Agencies & corporates

▪ Identify and participate in targeted customer and community events

▪ Represent AA at industry and networking events

▪ Membership to different organization & bodies ex: AMCHAM/Tourism boards , IT company association etc

▪ From time to time, you may be required to work and travel beyond the normal working hours

▪ Participate in sales activity outside the base station and travel as required pan India

Personal Specification

Essential

▪ Must be goal oriented – focused on achieving revenue and share targets.

▪ Strong knowledge of and ability to implement value-based selling.

▪ Strong commercial acumen with proven ability to develop account strategy.

▪ Strong negotiation skills.

▪ Ability to understand and implement the AA strategic process.

▪ Excellent written and verbal communication and presentation skills.





▪ Must be able to influence and persuade account performance in a professional manner.

▪ A strategic thinker – able to successfully envisage, embrace and implement changes within the industry, account and American Airlines.

▪ Ability to multi-task under pressure

Core Competences

Business Competencies

Championing Change

The post holder needs to lead self and/or others to embrace, adopt and implement positive change.

Customer Focus

The post holder will earn customer loyalty by enhancing the customers’ experience and appreciating their needs.

Driving For Results

The post holder will be responsible for establishing plans to overcome obstacles in order to accomplish business strategies.

Innovation

The post holder will be responsible for challenging the status quo and using creative ways to improve business results and building a competitive advantage.

Making Sound Decisions

The post holder must carefully evaluate information and consider alternatives and consequences when making decisions.

Safety & Compliance:

The post holder must fully adhere to relevant policies and regulations at all times and is responsible for building and demonstrating a commitment to safety and ensuring legal/regulatory compliance.

People Competencies

Communication

The post holder should leverage listening as well as oral and written communication skills to connect people, ideas and results.

Development of Self & Others:

The post holder must proactively seek out development opportunities for themselves and their team to ensure standards are maintained at all times. The post holder must have the ability to motivate others and be willing to increase own knowledge.

Leading Self & Others:

The post holder must be able to effectively organize, and manage priorities and actions. The post holder must have the ability to provide guidance and communicate clear work expectations.

Teamwork & Collaboration:

The post holder must be able to build and maintain cooperative work relationships across functions and organizations to achieve the best results.

Valuing Diversity

The post holder must seek diversity of thought and leverage individual differences for competitive advantage.

📌 Key Account Manager (Mumbai)
🏢 AVIAREPS INDIA
📍 Mumbai