Job Description
This role is responsible for acquisition, retention, and development of corporate accounts, in addition to managing strategic partnerships and ensuring alignment with the Company's commercial objectives.
Key Responsibilities
- Develop and implement a national corporate sales strategy to achieve revenue and account acquisition targets.
- Identify, acquire, and retain corporate accounts.
- Build and maintain strong relationships with corporate decision-makers, travel managers, procurement teams, industry partners and business associations.
- Lead contract negotiations, renewals and reviews, and lead the development of corporate agreements.
- Monitor market trends and competitor activity and use the information to inform strategic and tactical decision making.
- Be aware of South African economic developments and the investment decisions of major companies to identify new business opportunities.
- Collaborate with internal stakeholders, including ZA sales and marketing, ZA sales operations, ZA groups, GCSD and Fare Management Unit, to deliver integrated customer solutions.
- Manage the corporate sales pipeline and report on corporate performance and forecasts.
- Represent the company at industry events, networking functions, and client engagements.
- Ensure high levels of traveller satisfaction.
- Drive corporate sales performance through data analysis, performance measurement, strategic planning and the use of AI.
- Develop strategies to grow KF membership in South Africa.
- Work with agency sales team to generate leads.
- Manage PPS programme in South Africa and implement plans to increase PPS members.
- Conduct cold calls, qualify prospects and convert opportunities into corporate accounts.
Key Performance Indicators (KPIs)
- Corporate revenue growth.
- Corporate penetration rate.
- Corporate NDC penetration.
- Rate of account acquisition.
- Client retention and renewal.
- Market share growth.
- Sales pipeline conversion.
- Contract value and yield.
- Customer satisfaction.
- Achievement of annual revenue targets.
- Growth of KF membership.
- Increase in PPS members.
Reporting & Administration
- Track account performance and ensure reviews and re-negotiations are conducted as per contract stipulations.
- Maintain accurate account records and account plans.
- Track performance against contract targets and report to management and sales meetings.
- Comply with internal corporate contracting processes and pricing policies.
- Use internal systems and platforms effectively (i.e. (SMT, Tableau, ARD, Jarvis, CEM)
Skills and Competencies
- Strategic planning and commercial acumen
- Business development and consultative selling
- Contract negotiation and influencing skills
- Relationship and stakeholder management
- Leadership and team collaboration
- Financial and analytical capability
- Excellent presentation and communication skills
- Strong problem solving and decision-making abilities
Salary
Negotiable based on experience
Required Qualifications
Qualification:
Key performance indicators
- Bachelor’s degree in business, Sales, Marketing, Commerce, or a related field (preferred).
- Experience within the travel, aviation, or hospitality industry is highly advantageous.
- Proven track record of delivering revenue growth and managing strategic corporate accounts.
- Proficiency in GDS, CRM systems, Microsoft Office, and sales reporting tools.
Location
Gauteng
Bryanston
General Details
5–10 years' experience in corporate sales, key account management, or business development.
8am to 5pm - Monday to Friday
Application details
TTS Vacancy
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