Job Details

Direct message the job poster from Air India Limited

Responsibilities

• Responsible for increasing the corporate market penetration for Air India.
• Responsible for managing relationships with key corporate clients, understanding their unique needs and providing solutions that meet their business objectives.
• Drive sales and revenue growth by effectively managing corporate accounts, ensuring solid partnerships, and maximise product visibility and availability within the trade channels.

Key Accountabilities

• Strategic responsibilities
• Increase Air India's corporate penetration by onboarding new corporate accounts that identify Air India as their preferred carrier.
• Collaborate with the global corporate sales teams to identify opportunities for global corporate deals.
• Prepare proposals and negotiate contractual agreements with corporate clients, ensuring that the terms and conditions align with the company's objectives and meet the partners' needs.
• Work with Regional Manager/Area Manager/Country Manager to develop and deploy corporate sales strategies to achieve the set targets.
• Develop and efficiently manage the sales pipeline with consistent updates to the management.
• Develop comprehensive account plans for corporate clients to outline sales strategies, revenue targets, and actions needed to maximise business opportunities.
• Achieve individual/team sales targets (monthly, quarterly, and yearly) for the assigned region.
• Conduct market research to identify trends, opportunities, and potential risks in the assigned zone/city aviation market.

• Account Management
• Develop and nurture long-term relationships with corporate clients, serving as the primary point of contact for all business-related matters.
• Understand unique needs, preferences, and business objectives to tailor solutions that align with the airline's offerings and the client's requirements.
• Conduct regular performance reviews of the corporate account and ensure the corporate targets are achieved.
• Work closely with the Area Manager/Country Manager to monitor and evaluate the sales target achievement periodically (monthly, quarterly, annually).
• Regularly communicate and update corporate clients about Air India's new offers, products, facilities, developments etc.
• Identify opportunities for growth within existing accounts and expand the company's presence in the market.
• Collaborate with other departments, such as marketing, product development, and customer service, to ensure customer satisfaction and alignment of sales strategies.
• Ensure all details of the corporate clients are captured accurately in the CRM tool (Salesforce) and are up to date.
• Monitor competitor activities and market trends; advise the internal decision-making team about rewarding new routes and timings.
• Gather market intelligence and liaise with the marketing and pricing team to design and roll out promotional and discount offers to stimulate market penetration and build brand awareness.
• Regularly review and adjust plans based on market dynamics and performance metrics.
• Ensure compliance with industry regulations and Air India policies and procedures.

• Relationship Management
• Engage with clients and establish regular communication to understand their needs, address concerns, and gather feedback.
• Support, nurture and develop the team members' skills in all Distribution and Sales Support aspects.
• Manage a portfolio of corporate agency accounts, in collaboration with the KAM.
• Strengthen relationships with travel consultants in the assigned territory.
• Identify and engage new Corporate Agencies to expand market reach.
• Collaborate with internal teams (corporate sellers, marketing, customer service) to drive performance.
• Analyze data to identify growth opportunities and develop action plans.
• Deliver compelling presentations that highlight the company's value proposition.
• Monitor competitive landscape and implement strategies to shift market share.

Note: Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR.