POSITION CLOSED – Lufthansa is looking for someone for Account Management. The candidate will:
• Maximize LH return on investment with designated regional top corporate and retail accounts in assigned client portfolio
• Reach defined sales targets as outlined in business plan and agreed upon with GG/GP
• Develop and steer customer portfolios through optimum use of sales skills and tools, account management and close customer relationships
Sales
• Responsible for top account and portfolio development through comprehensive account analysis, determining LH and client objectives, and implementing value-based contracts in coordination with EA/C-S guidelines and UA (A+ Rules of the Road) where relevant • Generate new business by proactively managing corporate and retail accounts in customer portfolio and ensure that LH value propositions are maximized (M&M, Premium Product offers, expanding network, etc.) • Optimally allocate time against customer and activities to maximize portfolio performance • Responsible for increasing business with existing accounts by capitalizing on and building strong relationships • Coordinate account development with UA, XD/I and relevant Star Alliance partners • Proactively follow through on all RFP requests to maximize LH potential • Represent LH at relevant sales events, trade shows and sales blitzes as needed • Utilization of available sales tools and resources such as upgrade certificates, discount vouchers and BIU sales toolbox support
Steering and monitoring
• Responsible for annual business plan development for targeted customers in portfolio, including but not limited to actions to increase market share, revenue and yield targets as applicable • Monthly evaluation of market and portfolio development in cooperation with GG and UA counterpart where relevant • Weekly planning of customer visits and coordination with UA where relevant • Utilization of relevant monitoring tools such as UCS, OMI and BIS to analyze and identify LH revenue and market opportunities
General tasks
• Forward sales leads to New Business Account Manager in accordance with Sales Lead Process (SLP) • Passing on relevant market and competitor information to GG including pricing initiatives, product and schedule advantages • Constantly informing customer portfolio about new products and product improvements • Responsible for cross department communication with EA/C, BSC, XD/I, EA/P-G, etc. • Responsible for timely documentation of sales visits and customer data in CONNECT and subsequent feedback to GP/GG • Forwarding relevant customer queries to BSC • Regular feedback discussions with GG (incl. performance review, target-setting) • Timely completion of timecards, reports for expenses including duty travel, IDA budgeting, and upgrade/waiver logs • Travelling on behalf of Lufthansa including accompanying study trips • Participating at area sales meetings • Additional tasks as assigned or required
Requirements
Experience: 3 year minimum, Education: BA/BS/Undergraduate, Travel: 25-50%
Expert knowledge of contract terminology and application, expert sales skills, GDS/Amadeus knowledge, support processes in accounting, sales support, basic ticketing, and knowledge of online booking tools.
To Apply:
Applications should go to: nyc.applications@dlh.de
We don’t have an HR site for the US market but they can learn more about us at www.lufthansa.com.
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