JOB PURPOSE

The Global Account Manager plays a crucial role in navigating the globalization of the travel industry by leveraging worldwide and regional networks. The position is dedicated to delivering customised global travel solutions and Customer care.

In line with Gulf Air commercial policy, the Global Account Manager (GAM) shall elaborate, negotiate, implement, monitor, and manage global, regional or multinational agreements for large Travel Management Companies, Online Travel Agencies (OTA) and Global Corporations to maximise revenue and increase market share whilst protecting the Cost of Sales and Margins.

Working collaboratively with his/her SMS and local sales colleagues from the scope countries, the GAM is responsible for prospecting, negotiating, and managing the commercial relationship with a portfolio of global, regional, or multinational accounts. The GAM is responsible for including existing local contracts into global contracting and offering smart Global Contracts. The GAM is also responsible for developing new sales by means of acquisition and further including local opportunities into existing global agreements.

Handling these contracts requires the GAM (working closely with their local sales colleagues) to collect and interpret comprehensive Gulf Air, Industry and customer data, and to perform accurate and complex analysis of contract performance and customer loyalty.

JOB RESPONSIBILITY

• Responsible for developing Global Trade and Corporate clients including mining of potential clients, client analysis, business negotiation, ensuring a smooth implementation of the agreements, including the global client sales target set by the company.

• Responsible for development and maintenance of Global Trade and Corporate clients’ contracts, including quarterly review with the clients, data reports, develop and execute account action plans, understand customer needs and satisfaction to maximize flown Revenue and Market Share.

• including Pricing, Network, and Marketing services.

• for the analysis of global client sales data, and participation in the formulation of the global client development strategy

• Work closely together with the local sales teams in Bahrain and all international point-of-sales to manage the global corporate agreements and support/coach the teams in regard to Global Trade and Corporate sales.

• Internal reporting: weekly reports, monthly RFP status reports, quarterly in-depth portfolio reports

Developing and account managing global corporate deals:

1 - Offer Elaboration and Negotiation

• Based on the Request for Proposal (RFP) data and on the analysis of competitive stakes and risks, the GAM propose targets (market share and/or revenue) in line with the Annual GF Commercial Plan

• Responsible of drawing the global proposal depending on the customer’s potential revenue on the proposed scope within the margins and guidelines set by the Sales and Pricing management.

• Supports or negotiates directly with the corporation and/or travel agent.

2 - Implementation

• The GAM ensures that the fares are properly loaded by the owner department in all relevant systems.

• Ensures that the contract has been well deployed on the participating markets thanks to a clear and updated account plan and ticketing instructions sent to the account team.

3 - Contract Monitoring

• The GAM is responsible for monitoring the results of the Global Accounts agreements.

• Implements and follows up on the sales and marketing plans for the portfolio.

• Ensure contract performance (revenue & market share) is in line with customer commitments and expected revenue per country.

• communicate with the customer on a regular basis and when needed, must propose to SMS the necessary corrective actions (pricing, commercial tools).

Education & Experience

• Bachelor's degree 

• Minimum of 2 years Account Management experience.