وصف الوظيفة
Role Overview
Global Account Manager – Travel Management Company (TMC) Partners at Etihad Airways. This role is based at Etihad's hub in Abu Dhabi, with international scope.
Company Overview
Etihad Airways is the United Arab Emirates' national airline. The organization is executing "Journey 2030," an ambition to double its fleet, expand its network, and grow its workforce. Etihad connects people across continents and cultures from its Abu Dhabi hub.
Role Purpose
Lead Etihad's commercial strategy, account development, and revenue growth across the global portfolio of Travel Management Company partners. Serve as the central point of contact for strategic and operational engagement, managing a defined global TMC partner portfolio while driving business growth aligned to Etihad's revenue goals and network priorities.
Key Responsibilities
Commercial Leadership & Strategy
- Own the global commercial relationship with TMC partners, serving as one of the central points 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.
- 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 opportunities.
Contracting & Negotiation
- Lead the contracting and negotiation process, including fare programs, override structures, and incentive setups, to ensure Etihad's number one position.
- Identify tactical sales opportunities, including working with regions across the network to ensure Etihad's position as a strategic partner with global TMCs.
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 share.
- Facilitate global commercial alignment, ensuring regional sales teams and GSA partners are coordinated and supported in their management of global TMCs.
Performance Monitoring & Reporting
- Monitor and track performance at global and regional levels, leveraging Salesforce and custom internal databases and dashboards to identify growth opportunities, underperformance, and account risk.
- Lead QBRs and performance reviews with TMCs, presenting actionable insights and securing buy-in for future growth strategies.
External Engagement
- 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 fields required; Master's degree preferred.
- Seven to ten years of experience in B2B sales or account management, preferably in aviation, marine travel, or global mobility.
- Strong understanding of the TMC and corporate travel ecosystem, including seasonality, negotiation, and contracting models.
- Demonstrated success in managing strategic accounts across multiple markets and functions.
- Skilled negotiator with strong commercial analytical acumen and marketing experience.
Skills & Competencies
- CRM fluency, with Salesforce preferred.
- Strong Excel and analytical skills.
- Excellent presentation and stakeholder management skills.
- Willingness to travel internationally as required.
Additional Information
- Open to international candidates; relocation package is provided.