The Corporate Account Manager is responsible for managing, retaining, and growing a portfolio of corporate and TMC accounts to deliver profitable revenue growth, increased market share, and strong customer relationships in line with Etihad Airways’ commercial strategy. 

Account & Revenue Management

• Manage an allocated portfolio of corporate and TMC accounts to achieve agreed revenue, market share, and profitability targets.
• Negotiate, implement, and manage Etihad for Business (EYB) agreements within commercial guidelines.
• Drive retention and growth of existing accounts and acquire new corporate EYB accounts as directed.
• Develop and execute account development plans aligned to cabin mix, revenue, and growth objectives.
• Conduct regular performance analysis, benchmarking, and formal account reviews (minimum biannually).

Commercial & Sales Execution

• Prepare and propose commercial offers and financial packages, escalating exceptions where required.
• Manage RFPs, tenders, and preferred supplier agreements, ensuring timely and competitive responses.
• Maintain a robust sales pipeline, prioritising opportunities based on revenue potential and probability of success.
• Justify pricing and value propositions, effectively closing deals while ensuring mutual value.

Relationship Management

• Build and maintain strong senior relationships with corporate customers, TMCs, OBTs, and internal stakeholders.
• Act as the primary point of contact for day-to-day account engagement, ensuring timely resolution of requests and issues.
• Coordinate and implement joint sales, promotional, and commercial initiatives with partners.

Market Intelligence & Strategy

• Collect, analyse, and report competitor, customer, and market intelligence impacting revenue performance.
• Recommend and support the development of sales programs, initiatives, and strategies, including post-implementation analysis.
• Collaborate with the wider commercial team, including General Manager and Revenue Management, to drive PRASK and quality revenue growth.

Governance & Compliance

• Support broader commercial activities including planning, analysis, and internal coordination.
• Comply with all Etihad Airways safety, service, corporate, and divisional standards.

• Bachelors degree with 4 years of relevant experience in sales (or equivalent professional experience).
• Strong knowledge of airline products, services, and the Australian & New Zealand travel industry.
• Proven experience in corporate account management, sales, and revenue growth.
• Excellent negotiation, communication, presentation, and relationship-building skills.
• Strong commercial and financial acumen, including budgeting and performance analysis.
• Analytical, organised, and able to work effectively under pressure.
• Strategic thinker with sound judgment and decision-making capability.
• Proficient in Microsoft Office and sales reporting tools.
• Self-motivated, customer-focused, and results-driven.
• Excellent written and verbal English communication skills.
• Ability to travel domestically and internationally and work flexible hours as required.
• Current Australian driver’s licence.