Senior Commercial / Global Account Manager (Airline Partnerships)

We are looking for a Senior Commercial Manager to take responsibly for driving sales across the Addison Lee Group globally. This department is responsible for all airline commercial activity and P + L delivery across the group both in the UK and worldwide across all airline business customers.

Main Function of the Role

  • As a senior commercial manager, your primary role will be to take commercial responsibility for the Airline contracts across Addison Lee Group
  • To develop existing relationships from being a transactional B2B provider of services to a new form of relationship where ground transportation becomes a material source of new ancillary income and the airlines become to a material new channel for consumer bookings for ALG
  • Create new governance and client engagement structures with airline customers and create an alignment of stakeholder using multilevel selling and engagement technics
  • Generate new commercial model for relationships including the development of JV style relationships and aligning interests with airlines to grow revenue
  • Work with both the airlines and ALG’s marketing teams to develop the product and marketing proposition for Chauffeur drive / Standard car as an ancillary product for the airlines customers
  • Partner with the airline to develop the whole marketing mix for passengers including, Pricing, Product offering, Promotion and distribution (Place) within existing booking channels
  • Develop and explore new innovative sources of booking and distribution with airlines to capture the customer in the journey, from pre – booking, at point of booking, on board and on arrival
  • Lead in commercial reviews with airline partners to report back on our operational service levels, commercial revenue vs targets and develop joint actions and business plans to ensure engagement and action within the airlines
  • Effectively operate in a matrix structure to operationalize the airline relationships across Technology and Operations to ensure that we fulfil the terms of the relationships and provide excellent service to passengers
  • Work with IT to ensure any technical integrations are delivered to achieve where possible a seamless booking flow of ground transportation within the airline existing booking channels
  • Partner with commercial finance teams to create an airlines P + L by customer forecasting top line revenue growth across products and channels

Role Responsibilities

  • Plan, prioritise and manage sales activities to achieve revenue targets
  • Develop existing relationships and transform them into more Strategic Partners with senior level engagement and support for new ancillary products and marketing programs
  • Develop a client engagement approach and customer proposition that delivers value to the airlines customers but also a material new ancillary income source to the airlines too
  • Act as a point of contact for the airlines to drive the commercial and service agenda and make ground transportation and necessary product feature within their offering
  • Ensure that client expectations are met, co-ordinating resolution of any escalation of service issues and system service failures
  • Work collaboratively and proactively with relevant Client Service Manager, Solutions Team, Tech/Product, Operations and other internal departments to provide the best possible service and maximise any sales opportunities
  • Responsibility of accurate and regular update of portfolio contacts and opportunities within Salesforce.com (Training will be provided)
  • Understand and become sufficiently expert in Tristar and Addison Lee Products and Services and become sufficiently expert in Tristar and Addison Lee Services for Cross Selling Opportunity as an ancillary income opportunity
  • Develop a pipeline of sales opportunities and report back monthly to CEO on progression of opportunities
  • Develop expertise in Sales Management tools and processes and become an advocate across the other sales specialists including, Qualification processes, Account Planning and Opportunity Management process

What We Are Looking For

  • Previous experience of operating and engaging at Director level; ideally having sold-in to the airline industry previously
  • A seasoned and commercial leader with 5+ experience in negotiating and closing multi-million pound contracts
  • You will be a confident and tenacious relationship builder and problem solver taking responsibility for an extensive account portfolio
  • The position will suit an individual with a fervent interest in the business world and strong desire to excel within a commercial role
  • The Senior Commercial Manager will develop and utilise sales and account-handling skills to ensure their clients enjoy a mutually beneficial business relationship
  • The responsibilities involve many aspects of the client relationship including, but not limited to, initial introduction & account management, reporting, and ensuring the appropriate administration and support are delivered to operationalise a successful relationship
  • An ability to interact with and influence people at all levels internally and within the client organisations is critical
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