Job Description

Responsible for increasing the corporate market penetration for Air India.

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Responsible for managing relationships with key corporate clients, understanding their unique needs and providing solutions that meet their business objectives.

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Drive sales and revenue growth by effectively managing corporate accounts, ensuring solid partnerships, and maximising product visibility and availability within the trade channels.

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Key Accountabilities

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Strategic responsibilities

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Increase Air India's corporate penetration by onboarding new corporate accounts that identify Air India as their preferred carrier.

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Collaborate with the global corporate sales teams to identify opportunities for global corporate deals.

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Prepare proposals and negotiate contractual agreements with corporate clients, ensuring that the terms and conditions align with the company's objectives and meet the partners' needs.

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Work with Regional Manager/Area Manager/Country Manager to develop and deploy corporate sales strategies to achieve the set targets.

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Develop and efficiently manage the sales pipeline with consistent updates to the management.

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Develop comprehensive account plans for corporate clients to outline sales strategies, revenue targets, and actions needed to maximise business opportunities.

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Achieve individual/ team sales targets (monthly, quarterly, and yearly) for the assigned region.

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Conduct market research to identify trends, opportunities, and potential risks in the assigned zone/city aviation market.

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Account Management

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Develop and nurture long-term relationships with corporate clients, serving as the primary point of contact for all business-related matters.

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Understand unique needs, preferences,



and business objectives to tailor solutions that align with the airline's offerings and the client's requirements.

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Conduct regular performance reviews of the corporate account and ensure the corporate targets are achieved.

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Work closely with the Area Manager/Country Manager to monitor and evaluate the sales target achievement periodically (monthly, quarterly, annually).

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Regularly communicate and update corporate clients about Air India's new offers, products, facilities, developments etc.

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Identify opportunities for growth within existing accounts and expand the company's presence in the market.

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Collaborate with other departments, such as marketing, product development, and customer service, to ensure customer satisfaction and alignment of sales strategies.

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Ensure all details of the corporate clients are captured accurately in the CRM tool (Salesforce) and are up to date.

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Monitor competitor activities and market trends; Advise the internal decision-making team about rewarding new routes and timings.

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Gather market intelligence and liaise with the marketing and pricing team to design and roll out promotional and discount offers to stimulate market penetration and build brand awareness.

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Regularly review and adjust plans based on market dynamics and performance metrics.

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Ensure compliance with industry regulations and Air India policies and procedures.

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Relationship Management

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Engage with clients and establish regular communication to understand their needs, address concerns, and gather feedback.

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Support, nurture and develop the team members' skills in all Distribution and Sales Support aspects.

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Manage a portfolio of corporate agency accounts, in collaboration with the KAM

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Strengthen relationships with travel consultants in the assigned territory

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Identify and engage current Corporate Agencies to expand market reach

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Collaborate with internal teams (corporate sellers, marketing, customer service) to drive performance

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Analyze data to identify growth opportunities and develop action plans

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Deliver compelling presentations that highlight the company's value proposition

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Monitor competitive landscape and implement strategies to shift market share

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Trade Account Management

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Develop and nurture long-term relationships with assigned accounts, which can lead to better commercial outcomes for the company.

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Understand unique needs, preferences, and business objectives to tailor solutions that align with the airline's offerings and the client's requirements.

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Work closely with the Regional Manager, Area Manager or Country Manager to periodically monitor and evaluate the sales target achievement (monthly, quarterly, annually).

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Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR.

📌 Corporate Sales Account Manager (New South Wales)
🏢 Air India
📍 New South Wales