The Account Steering Expert proposes sales activities and options for action based on performance data analysis and evaluation of customer portfolios. She/he enables the Account Management and New Business & SME Account Management to develop her/his portfolio and optimizes sales activities/ solutions by steering visits and pre-paring sales presentations accordingly. She/he is involved in the Execute Sales and Sales Steering process.
Task
· Derive account management activities, based on monthly analysis and evaluation of account management portfolios and their possible revenue potentials for LH Group & JV partners
• Weekly planning and optimization of customer visits / calls based on revenue performance and future trends identified in close collaboration with the Account Management
• Contribute to the creation of action plans triggered by the Market Steering & Performance Management function and initiate the defined measures in the relevant markets
• Identification of sales based opportunities & threats by competition monitoring. Ensure a seamless cooperation with Market Steering & Performance Management and Market Offer Coordination function
• Ensure quality of agent/corporate reference data in the relevant LH Group sales tools and update of customer profiles in CRM system
• Regular analysis & evaluation of customer account performance (corporate / SME accounts and travel agencies / travel management company) as a basis for annual contract planning and contract settlement
• Comprehensive preparation of contract and tactical incentive proposals (incl. individual quotations & ‘Outside Bandwidth Requests’) in cooperation with the Account Management
• Market interface for contracting toolprocess flow (e.g. Contracting Competence Center, if applicable)
• *All other duties as assigned or required
Experience and Qualifications:
• Bachelor Degree in Business Management or equivalent skills and knowledge
• Minimum of 3 years of experience in the airline industry in Account/Sales steering or equivalent analytical experience
• Expert knowledge of Lufthansa / Lufthansa Group tools: Revenue Management Tools, CRM Tools, Contract Management Tools
• Good computer skills
• Good Knowledge in MS Office.
• MS Excel, MS Excel Macro VBA, MS Powerpoint, MS Access
• Excellent communication and excellent command of English both written and spoken
• Knowledge of German and any Asian languages desirable
• Must possess permit to work in the country assigned
• Ability to work under pressure
• Willing to travel
Personal Competencies
• Analytical Skills
• Entrepreneurial / commercial mindset
• Ability to manage complexity
• Independent and proactive approach
• Strategic and conceptual thinking
• Attention to quality and details
• Assertiveness
• Problem solving/solution oriented
• Communication Skills (verbal and written) / Interpersonal Skills
• Conflict management skills
• Cooperation Skills / Team player
• Structured / systematic approach / process orientation
• Professional and confident manner
If this is you, please forward your detailed resumes including your current and expected salary via online.
Note: We regret only shortlisted candidates will be notified.
