Head of Corporate Sales - Pacific at Avis Budget Group

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

12 Apr, 26

Salary

0.0

Posted On

12 Jan, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

B2B Sales, Enterprise Sales, Account Growth, Retention, Sales Forecasting, Coaching, Negotiation, Pricing Strategies, Data-Driven Decision Making, Corporate Travel Tech, Cross-Functional Collaboration, ESG Solutions, Pipeline Management, Performance Standards, Market Scanning, Portfolio Optimization

Industry

Travel Arrangements

Description

As Head of Corporate Sales (ANZ) you will lead the local execution of the global corporate customer strategy across Australia and New Zealand—owning enterprise new business, account growth, and retention across direct corporate accounts, travel management companies (TMCs), and global RFP programs. The role sets the vision, cadence, and operating model for a high-performing corporate sales team, aligning closely with Revenue Management, Marketing, Fleet, and Operations to deliver sustainable growth and optimal sales mix. You will translate and execute the global enterprise sales plan locally, manage pipeline velocity through the full funnel and ensuring solution-oriented selling that integrates distribution channels (GDS/OBT), payments, service SLAs, and ESG/EV adoption where relevant. Success in this role will be consistent delivery to plan: predictable revenue, profitable account portfolios, and long-term relationships that outpace market share growth and improve EBITDA mix. Key Responsibilities will include: Execute the global corporate sales strategy in ANZ and deliver the annual plan; translate the global direction into territory plans and individual targets. Own enterprise pipeline and forecast accuracy; drive disciplined Salesforce hygiene, stage progression, and win-rate improvement. Lead and coach corporate sales and account management teams; establish clear performance standards, enablement, and succession plans. Orchestrate complex deal pursuits with Pricing, Legal, and Ops; ensure sustainable commercials and service commitments. Strengthen relationships with key corporates, TMCs, GDS/OBT providers Optimize mix and profitability by segment, product, and channel; partner with Revenue Management on pricing strategies and bid governance. Embed data-driven decision-making: market scanning, competitive intel, and portfolio health reviews; recalibrate plays by segment and industry. Champion ESG/EV-related corporate solutions and reporting where relevant to client objectives. Drive cross-functional execution with Operations, Fleet, Marketing, and Customer teams to deliver contracted service outcomes. Provide monthly, quarterly, and annual sales forecasts and analyse on performance. Ensure compliance with legal and ethical standards in all sales activities. Manage sales budgets and expenses, allocating resources effectively to maximize ROI. Develop and maintain a strong understanding of the company's products and services, as well as its industry and competitors. Develop and maintain regular communication with ABG teams in NZ, Europe and USA relating to sales opportunities, global RFPs and best practise. Sales Sponsor for ESG and EV strategies in the Pacific. What we are looking for: A tertiary qualification in Business/Commerce/Marketing (or equivalent experience) with proven track record in B2B sales including experience leading an enterprise/corporate sales across multi-site or multi-country portfolios (ideally AU & NZ). Verified ownership of complex RFPs/RFIs, enterprise negotiations, and multi-year MSAs. Demonstrated success hiring/coaching teams and managing to targets. Deep commercial acumen: pricing & bid governance, P&L levers, portfolio optimisation, forecasting. Data-driven sales management: pipeline coverage, stage conversion, win-rate improvement, forecast accuracy. Strong understanding of corporate travel tech and channels (TMCs, GDS/OBT, payments/expense platforms). Cross-functional orchestration to meet contracted SLAs and deliver profitable mix. Personal Attributes Executive presence; comfortable influencing C-suite and senior stakeholders. Analytical and outcome-focused; makes decisions with data and clear commercial logic. Strong people leader: sets standards, coaches performance, builds succession. High accountability and resilience through long enterprise sales cycles. Collaborative and low-ego; aligns with Pricing, Legal, Ops, Finance, Marketing. Benefits and Perks Competitive Salary Fully maintained company car Incentive scheme Access to Perkbox – discounts and offers with hundreds of retailers and big brands, including on cinema tickets, fitness classes, shopping discounts and much more Employee Assistance Programme (EAP) – 24/7 support for your mental health and wellbeing Employee discounts on car rental across Avis Budget Group If you are looking for an opportunity to drive a go to market sales strategy and contribute to the overall business performance, then this is the role for you. Apply today! Avis Budget Group is a NASDAQ listed business dedicated to expanding on-demand mobility solutions and personalising the customer experience. In the Pacific, Avis Budget is a market leader. Mascot New South Wales Australia A vehicle rental provider of choice for travelers around the world, Avis Budget Group is powered by our people, our partners, and technology. We operate some of the most recognized brands in the industry through Avis, Budget, and Zipcar, along with local brands such as Payless, France Cars, Apex, and Maggiore.

Responsibilities

Lead the execution of the global corporate customer strategy across Australia and New Zealand, focusing on enterprise new business, account growth, and retention. Manage the corporate sales team, ensuring alignment with other departments to achieve sustainable growth and optimal sales mix.