Overview
Account Manager Jobs in Johannesburg Metropolitan Area at Air France-KLM
Title: Account Manager
Company: Air France-KLM
Location: Johannesburg Metropolitan Area
Company Description
Air France-KLM is a leading global air transport company known for being the top group in intercontinental traffic originating from Europe. The company's core activities include passenger transportation, cargo transportation, and aeronautical maintenance. With a strong global presence, Air France-KLM is committed to providing exceptional service and operational excellence to its customers. The group is dedicated to innovation and sustainability in the aviation industry.
Role Description
The Account Manager will be responsible for managing and developing client relationships to achieve sales targets. Day-to-day responsibilities include monitoring customer accounts, preparing and executing sales plans and strategies, analyzing sales data, and identifying business opportunities. The role also involves providing exceptional customer service, negotiating contracts, and working closely with cross-functional teams to ensure client satisfaction and business growth. The ideal candidate is responsible for maximizing sales on AF/KL & partner airlines operated flights, at the lowest possible commercial cost. The Account Manager develops long-term sales relationships with a portfolio of assigned customers, connecting with key business executives and stakeholders. The Account Manager will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of AF/KL solutions according to customer needs, focusing on attracting new and maintaining existing corporate and trade customers relevant to AF/KL. These sales activities are linked directly to the sales processes lead and call management and are supported by using the sales tool “SalesForce.com”. The Account Manager is co-responsible for reaching the revenue/sales targets of corporates (including BlueBiz) & travel agents and BlueBiz active members. The Account Manager is working on these activities in close cooperation with Account Support.
Key Responsibilities
1. Lead Management (new clients)
· Will proactively seek for opportunities to generate leads.
· Performs a sales pitch of the AFKL Company towards the customer during prospection visits.
· Actively seeks for sales opportunities during the prospect visit.
· Presents the contract proposal including incentive scheme to the customer, which has been prepared jointly with account support.
· Executes and follows up actions which originate from prospection visits, including closing the deal, setting the contract targets and calculation of the successes.
· Run a KYC on new trade and corporate accounts by physically visiting their office.
2. Call Management (existing clients)
· Maintains an up-to-date sales visit planning in his/her own agenda.
· Prepares and creates the meeting agenda in preparation of the sales visit and sends the agenda prior to the customer at least a week before.
- Prepares the sales visit: data and executive summary and SWOT analyses.
- Identifies new business opportunities and performance issues in existing contracts.
· Structures the conversation with the customer according to the meeting agenda.
· Asks open questions to identify the “unique buying points” of the customer.
· Defines actions from the customer visit and concludes with the customer on follow up and action planning.
· Creates an account plan with the customer, including the unique buying point definition
· Negotiates contracts based on a “win-win” situation and adjusted to the unique buying points of the customer. Discounts schemes or any other commercial proposals are set accordingly.
· Maintains a customized incentive scheme or any other commercial gesture based on customer targets after aligning with Sales manager.
· Provides customers with AFKL product updates.
· Interacts with indoor sales on the call management process.
3. Monitoring
· Monitors and reports on the competitive landscape in the market.
· Monitors and reports on market developments regarding corporate and trade customers.
· Monitors contract potential and performance by using “SalesForce.com”.
4. Other sales related tasks
· Participates in promotional activities and customer/commercial events.
5. Reporting
· Ensure Qualitative sales reports to both internal and external on SalesForce.com
· Prepare report after every sponsorship event with ROI template.
6. Defaulted agent payment and Corporate
· Corporate Account manager in collaboration with Finance team to ensure that corporates with credit facilities with AFKL do not owe or default in payments.
· Trade Account manager to discuss with Trade agencies when ADM arises.
7. Branding of agency
· Sales team in collaboration with Commercial Director to propose branding opportunities within the account’s offices.
Qualifications and Experience
- Bachelor's degree or NQF Level 7 Qualification or related preferred.
- Minimum 3 years previous sales experience in the travel industry essential, preferably airline industry
- Must have a valid South African work permit.
- Proven experience in account management, client relationship management, and sales in the travel industry
- Strong analytical skills to interpret sales data and identify opportunities
- Excellent communication, negotiation, and presentation skills
- Knowledge of the aviation or travel industry is essential
- Proficiency in tools related to customer relationship management (CRM), data analysis, and Microsoft Office Suite
- Ability to work in a fast-paced and dynamic environment
- Ability to travel when and if required within the country and abroad
- Must a valid Driver's License and roadworthy vehicle for this role.
Key Competencies
· Persuasiveness
· Planning and organizing
· Flexibility
· Business orientation
· Negotiation skills
· Initiative
· Building relationships
· Analytical skills
· Communication skills
· Presentation skills
· Stress management
Air France KLM is an equal opportunity employer. We value diversity and are committed to creating an inclusive environment for all employees. Kindly consider your application as unsuccessful if the recruitment team has not contacted you within 14 days of your application.