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Inside Sales Account Manager Cyprus/Greece/Israel

Ireland - Dublin Apply Now

Posted

17th Sep, 2020

Job ID

7646BR
With a focus on the Small to Medium sized customer tier (SMB), to effectively manage and grow our commercial relationships with a portfolio of existing customers and to win new business via the telephone.
 
Account Management
The Tele Account Manager’s portfolio of accounts is made up of customers who typically produce generally between 1,000 and 15,000 GDS segments per annum each.  The role of the Tele Account Manager is to retain and grow this profitable customer base and to maintain loyalty through pro-active account management.  There will also be a requirement to sell new products and solutions to this customer base.
 
New Business
To obtain new business from small to medium sized agencies with the overall objective to grow revenue.   The role will focus on identifying, qualifying, driving and ultimately closing opportunities over the telephone.
 
Developing high value relationships with customers, prospects and internally; identifying and defining customer needs, articulating Travelport value proposition, differentiating from the competition and ultimately positioning Travelport as a strategic technology partner. 
 
The Tele Account Manager builds internal relationships with the appropriate teams so that solutions supplied meet resource capabilities and company objectives and ‘locks in’ our smaller customers by implementing an effective, regular call plan with solid objectives.

Main Accountabilities: 
 
Account Management

  • Retain and maintain our existing Travelport customers, proactively promoting and selling Travelport products and increase MIDT share and revenue
  • Builds and nurtures business relationships with key decision makers
  • Adopts a pro-active stance in account management, looks for new business opportunities within existing accounts and ways of overcoming competitive threats whilst maintaining Travelport profitability. 
  • Directly responsible for the long-term customer relationship, specifically managing re-negotiation of contracts whilst minimising cost of sale and effectively orchestrating our overall standard of service through excellent telephone account management.
  • Fully understands the commercial requirements of every account and provides ongoing hands-on management to enable customers to achieve these commercial objectives with Travelport as their chosen business partner.
  • Initiates and maintains regular ‘business calls’ to each customer according to the account management discipline guidelines
  • Organises a programme of activities which keep key decision makers and influencers informed of product strategy and industry developments so that Travelport solutions are integrated across the organisation
  • Achieves stated sales plan targets - the importance of the sales contribution to the company bottom line means that this is a key focus.

New Business

  • Pro-actively respond to inbound sales leads, targeting prospective business and new revenue opportunities.
  • Develop and maintain a new business sales plan within a market or account portfolio
  • Create and maintain a sales pipeline of qualified opportunities within the designated market or portfolio of accounts
  • Convey the message that Travelport is a technology solutions provider, offering customer focused and cost-effective value add solutions, mapping customer requirements to Travelport’s products and services
  • Able to devise creative opportunities which will open the door for Travelport products and services i.e. utilizing new/non-GDS products to create non-traditional revenues.

 
General

  • Proactively engage with customer and prospects over the telephone to fully understand their business needs and identify and create new business opportunities, developing a strong business relationship with key decision makers and influencers
  • Maintain timely and accurate account records of sales progress and pipelines in the Oracle CRM solution
  • Liaise with other internal departments as required (e.g. Product, Sales Operations, Legal, Finance and Marketing) to ensure smooth running of all customer interactions
  • Contribute competitor intelligence to the Marketing team
  • Develop & participate in sales campaigns that identify and address customer/prospect business issues
  • Ensure full compliance with all internal processes and sales operations including the use of CRM in line with company guidelines

Knowledge, Skills,  Experience, Training, Education:

  • Exceptional interpersonal skills, possessing a high degree of self-motivation, confidence, assertiveness and an ability to respond to rapidly changing environments.
  • Engaging communications skill
  • Strong achievement against sales targets
  • Ability to value sell through identifying customer requirement and mapping to Travelport solutions
  • A degree of commercial acumen and highly developed, proven business development skills
  • Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships
  • Experience of Travelport/GDS products an advantage.
  • Must be able to manage time effectively, work with minimum supervision and be a team player.
  • Committed to excellence in Account Management, Sales and Customer Service, and must possess reserves of energy, enthusiasm and a positive approach.
  • Integrity and honesty, a good level of business and commercial awareness.
  • Language Requirements: GERMAN/ENGLISH
 
Context/Environment:

The Tele Account Manager position is essential to our structure. It will be critical for the Tele Account Manager to have excellent telephone skills to make this customer base feel truly valued to maintain on-going profitable relationships and to win new business. 
 

Key Measures
  • Call activity/effective call rate
  • Prospect pipeline generated
  • Conversion of this pipeline into sales/sales opportunities
  • Retention rate of existing customers
  • Speed at escalating and handling customer queries and issues
  • Overall revenue of customer base across new and existing
  • Penetration of new/priority products into the account base
  • Quantity/quality/direction of overall sales effort
  • Customer satisfaction (i.e. Net Promoter score)
  • Data quality in CRM system

Working Relationships

  • Travelport assigned travel agency customers
  • European Sales & Marketing Organisation
  • Internal teams including technical solutions, airline, functional specialists, Product Organisation, Finance etc

Interested in this role?

Apply Now