Job Description
Travelport is the brains behind lots of your travel bookings- plane, car or hotel. Our technology is used to book that magical holiday, infamous bachelorette party or long overdue school reunion. While we can’t solve mosquito bites or lost luggage, we can simplify a lot of the technical parts of travel, and we’re looking for the best thinkers to help us do it.
The Role
- Commercial accountability for a specified number of top, mid tier customer accounts in Japan.
- Primary Agency Sales point-of-contact for the accounts and represents the organisation to the customer and the customer to the organisation.
- Develop retention and growth strategies for accounts within the portfolio proactively promoting and selling Travelport products and increase MIDT share and revenue.
- Directly responsible for the long-term customer relationship, specifically managing re-negotiation of contracts.
- Strong collaboration and matrix/dotted line team with other critical Travelport resources including but not limited to, Customer Support Managers, Search Optimisation, Project Management, Solution Consultants, Solution Developers and API support resource.
- Develop the correct account management ‘playbook’- ensuring rigorous account management practices.
- Critically the AM should be able to ‘talk the customer’s language’- translating Travelport’s currency of segments, PNRs, etc. into the customer’s language and business metrics i.e. conversion levels, return-on-trip, margin, etc and develop an account process that supports and reflects this.
- Ensure Travelport support resources are optimised to deliver the best customer experience.
- Build senior relationships throughout the customers organisation and play a strategic role in growing their businesses.
- 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.
- Maintains good relationships with all key individuals within a specified number of accounts and/or within a geographically defined territory
- Responsible for mapping customer requirements to Travelport’s products and services to grow the business.
- Develops strategies and orchestrates company resources to maximise sales volume and profit goals within assigned account/territory and accordingly builds and maintains an appropriate sales plan.
- Responsible for account penetration and sales growth and manages and maintains active CRM pipeline for their account portfolio.
- Maintains complete and up to date account plans as necessary, achieving buy-in for plans with the customer.
- Build key stakeholder relationships internally at Travelport to ensure wider delivery of customer requirements.
Ideal Profile
- Educated to degree or equivalent.
- Experience in a business-to-business environment within the travel industry of Japan.
- Strong commercial skills, including ability to translate customer business requirements into definable actions by addressing the unique market environment of Japan.
- Excellent account/relationship management to create opportunities for business enhance within an account.
- Strong self-management skills for pipeline managements, updating sales database and reporting's.
- Proven sales leader - capable of negotiating mid-scale deals & interfacing at the most senior level within a customer.
- Excellent communication and interpersonal skills - persuasive and capable of influencing senior stakeholders both internally and externally involving business English skills and translation to/from English & Japanese. Possessing high degree of self-motivation, confidence, assertiveness, and an ability to respond to rapidly changing environments.
- Will have a strong commercial understanding of the Travelport business model, core drivers & technology requirements.
- Will have a strong knowledge of the travel industry landscape of Japan including competitors and key players in the market
- Will have a strong functional/technical knowledge of Travelport platform.
- Will have a strong understanding of the Japan travel industry including, but not limited to; Consolidators, TMCs and OTAs
- Will have a high degree of numeracy and financial acumen.
- Must possess an overriding desire to understand, agree and meet customer needs and exceed their expectations, constantly striving to achieve customer satisfaction.
- Ability to assess/analyze situations, grasping complexities and identifying issues, applying sound judgement.
- Japanese native level, English business level – preferred TOEIC above 700
What's on Offer?
- Leadership Role
- Flexible working options
- Opportunity to make a positive impact
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