Manager – Accounts/ Business Development

at  Adecco

MANAGER – ACCOUNTS/ BUSINESS DEVELOPMENT

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Role: Manager – Accounts/ Business Development
Company Industry: travel technology company
Job Location Dubai
Employment type Full-time
Experience 10+ years’ of experience
Overview:
As Manager – Accounts/ Business Development, you will be responsible for fostering and expanding relationships with key clients, driving revenue growth, and identifying new business
opportunities within the airline distribution sector. This role requires a strong understanding of the IT products and services offered by our company, as well as a deep knowledge of the airline industry and its distribution channels.
Ideal candidate should have an MBA and 10+ years of experience in IT sales. Experience of working in Air Travel Industry will be an advantage.

Responsibilities

• Account Management:

o Cultivate and maintain relationships with existing large and medium-sized accounts.
o Understand the unique business needs and challenges of each account.

o Ensure customer satisfaction and loyalty through effective communication and problem resolution.

• Sales and Revenue Generation:

o Achieve and exceed sales targets by actively promoting and selling our NDC technology.
o Identify upsell and cross-sell opportunities within existing accounts.

o Develop and implement effective sales strategies to drive revenue growth.

• Educational Outreach:

o Educate travel agents on the benefits and capabilities of our NDC technology.
o Provide training sessions to ensure optimal utilization of our systems.

o Act as a consultant to travel agents, offering insights into industry trends and best practices.

• Technical Expertise:

o Develop a deep understanding of our NDC technology and its integration capabilities.
o Assist clients in integrating our systems through both B2B platforms and APIs.

o Collaborate with technical support teams to address any integration issues.

• Strategic Account Planning:

o Create and implement strategic account plans to maximize growth opportunities.
o Collaborate with internal teams to align product development with customer needs.

o Stay informed about industry trends, competitor activities, and market dynamics.

• Relationship Building:

o Foster strong relationships at all levels within customer organizations.
o Engage with key decision-makers to understand their business goals and challenges.

o Position our technology as a critical component of the customer’s success.

• Reporting and Analytics:

o Provide regular and accurate sales forecasts, reports, and updates.
o Update regular activities, plans and forecast on the CRM

o Utilize data and analytics to identify trends, track performance, and make informed decisions.

• Team Collaboration:

o Collaborate with cross-functional teams, including product development, technology and customer support.
o Share market insights and customer feedback to enhance overall company strategies.

Desired Skills & Competencies

• MBA preferred. Bachelor’s degree in business administration, Marketing, or a related field.
• Proven experience in B2B sales, preferably within the airline distribution or travel technology industry.
• Familiarity with New Distribution Capability (NDC) and understanding of airline distribution channels.
• Strong negotiation, presentation, and communication skills.
• Ability to grasp technical concepts and articulate them to non-technical audiences.
• Results-oriented with a track record of meeting and exceeding sales targets.
• Exceptional relationship-building skills and a customer-focused mindset.
• Proficiency in Microsoft Office suite and CRM software (e.g., Salesforce).
• Willingness to travel as needed to meet with clients and attend industry events.
• Experience of working with globally distributed teams.

• Account Management