Senior Account Manager, Air Partnerships (Singapore)
This position is responsible for partner relationships and driving revenue growth for strategic airline partners within the PLS* organization in APAC. The Senior Account Manager will represent the company in day-to-day airline partner contacts and will be responsible for growing travel product sales and building long-term relationships to meet enterprise goals.
*Expedia® Private Label Solutions (PLS) brings the power of Expedia Group to thousands of partners around the world.
As Expedia Group’s B2B brand, our mission is to create new opportunities and work relentlessly to fuel our partners’ growth. Across the travel sector – from loyalty programs, airlines, travel agents, financial institutions, corporate travel management companies and online retailers – we provide partners with the worldwide rates, availabilities and innovative technology they need to get a competitive edge. By offering partners the flexibility to use our products in the way that best suits their business – whether that’s a fully-customizable environment through our APIs, an ‘off-the-shelf’ white label or co-branded template solution or agent booking and service tools – we give them even more opportunities to build the perfect experience for their travelers.
What you'll do:
- Account management responsibilities will span across an individual portfolio of PLS airline accounts
- Lead your individual partnerships like a business: develop and execute growth strategies; track and monitor performance; drive analysis to identify areas of risk and opportunity; develop strong relationships to avoid partnership attrition
- Develop strong understanding of the global travel market, with particular lens on the dynamics of the airline industry
- Work with senior and day-to-day levels of management both with the partner and internal teams to drive revenue, strategy, vision and focus; build Managing Director level relationships
- Understand the big picture for the partner and their enterprise: create specific initiatives to address the overall strategy and direction of the company
- Identify new channels and partnership growth opportunities, and work closely with business development to close new deals, while owning the integration, execution, and launch of all partnership opportunities
- Plan and run in-person quarterly business reviews
- Provide and direct regular meetings with clients to enhance relationships
- Work with financial teams on forecast and revenue projections for partnerships. Prepare, analyze, and present status reports to management team
- Develop marketing strategies for partners based on their specific needs, increase sales by utilizing our new technologies, functionality, and products
- Analyze industry trends and educate partners on benchmarking and trends, including trends in travel, advertising costs, seasonality fluctuation, etc.
- Find opportunity/capability gaps, summarize and articulate to internal teams, and develop strategy to address, in collaboration with internal product and strategy teams
- Responsible for the retention, contract negotiation and contract extensions of partners in the individual account portfolio
- Provide operational support for partner to ensure delivery of an excellent experience for each traveler
- Provide technical support for new partnership integrations and enhancements
Who you are:
- Minimum 8 years sales/account management experience with successful background of driving revenue growth for key accounts
- Proven track record in business/technology consulting and selling – prefer candidates who have experience of successfully developing and selling technology solutions
- Experience in handling accounts generating over $10M of revenue
- Proven background in working with senior management
- Creative and self-motivated
- Positive attitude and always striving to do your best
- Team mentality, desire to help the team win
- Data-driven, and business judgement led
- Focused on execution: disciplined with superior time management and prioritization skills
- Strong organizational skills and attention to detail
- Passion for travel and technology
- Strong value selling skills
- Executive-level business acumen
- Ability to navigate and succeed in a fast-paced and dynamic work environment
- Strong management and leadership abilities
- Excellent English written and verbal communication skills
