Global Account Manager

Role Overview

Global Account Manager, Travel Management Company (TMC), Etihad Airways. The role is based at our hub in Abu Dhabi, with global responsibility for travel management company partnerships.

Company Overview

Etihad Airways is the UAE's national airline, operating from its hub in Abu Dhabi. The organization is executing "Journey 2030," an ambition to double the fleet, expand the network, and grow the workforce. Etihad connects people across continents and cultures.

Role Purpose

The Global Account Manager leads Etihad's commercial strategy, account development, and growth across the global travel management company partner portfolio. The role manages and develops a defined global portfolio of TMC partners, serving as the central point of contact for commercial performance, contracting, strategic engagement, and revenue growth.

Key Responsibilities

Commercial Strategy & Growth

• Own the global commercial relationship with TMC partners, serving as a central point of contact for all strategic and operational engagement.
• Drive revenue growth and develop and execute a global TMC sales strategy focused on strategic partnerships and new opportunities aligned to Etihad's revenue goals, network priorities, and key embarkation markets.
• Identify tactical sales opportunities by working with regions across the network to ensure Etihad's position as a strategic partner with global TMCs.

Contracting & Negotiations

• Lead the contracting and negotiation process, including fare programs, override structures, and incentive setups, to ensure Etihad's number one position.
• Act as a skilled negotiator with strong commercial analytical acumen.

Cross-Functional Collaboration

• Collaborate with Sales Products and Programs, Sales Steering, and Revenue Management colleagues to ensure the global TMC segment is competitive, flexible, and aligned to revenue targets while protecting market share.
• Facilitate global commercial alignment, ensuring regional sales teams and GSA partners are coordinated and supported in their management of global TMCs.
• Work cross-functionally with Pricing, Revenue Management, Marketing, Distribution, and Network to unlock revenue, grow share, and ensure competitive positioning in the TMC vertical.

Performance Management & Analysis

• Monitor and track performance at global and regional level, leveraging Salesforce and custom internal databases and dashboards to identify growth opportunities, underperformance, or account risk.
• Lead QBRs and performance reviews with TMCs, presenting actionable insights and securing buy-in for future growth strategies.

Strategic Advisory & Representation

• Act as the internal subject matter expert for the global TMC segment, advising network planning, route development, and new station setup teams on market dynamics and sales opportunity.
• Represent Etihad at key trade events, conferences, and industry summits relevant to the TMC sector.

Qualifications & Experience

• Bachelor's degree in Business, Aviation, Tourism, or related field required; Master's degree preferred.
• 7–10 years' experience in B2B sales or account management, preferably in aviation, marine travel, or global mobility.
• Strong understanding of the TMC and corporate travel ecosystem, seasonality, negotiation, and contracting models.
• Demonstrated success in managing strategic accounts across multiple markets and functions.

Skills & Competencies

• Skilled negotiator with strong commercial analytical acumen.
• Marketing experience and ability to drive business growth.
• CRM fluency, with Salesforce preferred.
• Strong Excel and analytical skills.
• Excellent presentation and stakeholder management skills.
• High-level negotiating skill and deep understanding of the operational and commercial nuances of the TMC segment.

Additional Information

• Willingness to travel internationally as required.
• Open to international candidates; relocation package provided.