Commercial Sales

6 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia Amadeus Full time

Job Title

Commercial Sales & Account Executive (Inside Sales)

Purpose of the Role:

The Commercial Sales Executive manages Sales and Account Management activities to achieve new customer acquisition targets and maintain existing Amadeus clients, driving future growth in the SME segment.

Primary responsibility in this role is to drive long-term retention and IT revenue growth across your customer portfolio and identify and secure new distribution and IT revenue opportunities via the expanded Amadeus product portfolio. Also, actively prospect new business within your client portfolio base.

Main Responsibilities:

- Acquisition, Retention & Development:

  • Acquisition: Drive sales activities across the Inside Sales segment to acquire new customers in accordance with the commercial principles of sustainable and profitable growth.
  • Retention: Drive account management activities across the Inside Sales segment to ensure the retention and effective management of existing customers.
  • Development: Drive business development activities with prospects and existing customers to achieve growth in the Inside Sales segments and increase revenues through the introduction of new solutions and services.
  • Create sales and account development plans to convert strategy into specific customer engagements and activities.
  • Provide competitive intelligence, analysis of market trends, and competitors' performance.
  • Build and leverage a network of customers and industry contacts with the express outcome of winning market share.

- Sales Support Activity:

  • Contribute to improved sales support processes, systems, and tools to ensure the effective execution of acquisition, retention, and development targets.
  • Collaborate with key stakeholders (internal & external) to ensure the delivery of sales activities to achieve the Inside Sales commercial objectives.
  • Ensure the sharing of knowledge and best practices across the Inside Sales Commercial teams and the broader Travel Sellers Unit.
  • Proactively use CRM to drive sales pipeline and effectively create, manage, and promote commercial understanding of the Inside Sales segment.
  • Ensure the accuracy and integrity of data in CRM is maintained, as well as sales activity reporting.
  • Compile and deliver bi-annual business activity/performance reports within your portfolio for customers producing >5K segments per annum.
  • Manage pipeline accuracy in relation to sales stages, expected signature, and expected migration dates.
  • In conjunction with other teams/functions, maintain responsibility for the migration of new business and new products, solutions, and services to all customers within your portfolio.

- Account Management:

  • Develop and maintain a structured sales plan with all customers under your portfolio to increase functional efficiencies. Develop strategies at Head Office level to gain additional market share.
  • Achieve expected revenue, profitability, and satisfaction levels in the portfolio.
  • Attend weekly team and one-on-one sales meetings as required.
  • Maintain a high level of functional knowledge of the GDS and the full Amadeus product portfolio through a combination of self-improvement and attending internal sales and product sessions.
  • Acquire meaningful market intelligence from customer visits.

- Key Projects:

  • Contribute to defined key projects to help improve the Travel Sellers, Inside Sales Commercial organization, and broader sales process.
  • Coordinate ad hoc project management activities in conjunction with other teams/functions as needed.
  • Drive the necessary change management process, involving regional and occasionally global resources, to convert Amadeus into the preferred full IT Solutions/Services provider for all Inside Sales customer segments.
  • Work collaboratively within the Commercial Travel Sellers Unit and across other teams/functions to ensure the achievement of commercial objectives, e.g., Finance - INCA & Business cases.
  • Engage in both Domestic and International travel to meet business and customer requirements, as well as to participate in roadshows, bootcamps, and sales kick-off events, conferences, etc.

Relevant Experience:

  • Proven experience within IT product and technology solutions sales.
  • Previous experience working in a sales or travel agency capacity with a proven sales track record.
  • Demonstrated commitment to exceptional customer service.
  • Previous Business Development Experience within the segment portfolio.
  • Good understanding of the travel industry and our position within the broader travel environment. Preferably with Amadeus as a front-line travel agent or within Amadeus in a Customer Support, Training, or Sales role.
  • Fluent in both verbal and written communication in Bahasa Malaysia or Mandarin, as well as English.

What we can offer you?

A critical mission and purpose: At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.

A truly global DNA: Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.

Great opportunities to learn: Learning happens all the time and in many ways at Amadeus, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.

A caring environment: Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life. We care about our employees and strive to provide a supportive work environment.

A complete rewards offer: Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.

A flexible working model: We want our employees to do their best work, wherever and however it works best for them.

A diverse and inclusive community: We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization.

A Reliable Company: Trust and reliability are fundamental values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.

Diversity & Inclusion:

Amadeus aspires to be a leader in Diversity, Equity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.

Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.

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