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Senior Account Manager, Key Partners (APAC)

Introduction to team:

Travel Partnerships and Advertising (TPA) helps partners deliver excellent traveler and B2B experiences, driving growth for them and the EG marketplace through competitive supply, a valued advertising and travel media network, and affiliate solutions.

The Senior Account Manager, Key Partners (APAC) role sits on the Air Account Management team in the TPA division of Expedia Group, develop and lead a segment of the portfolio of Key Airline partners, acting as a trusted advisor to the accounts within the portfolio. This role will have full ownership and revenue responsibilities for a significant portfolio of airlines headquartered in Asia Pacific, representing Expedia's point of sales Globally. The primary responsibilities will include contract renewal and negotiations, business performance review, working with internal teams to bring value to the partnerships, developing and executing a strategic account plan, ensure competitive price & inventory access.

In this role, you will:

• Establish new and foster existing trusted relationships with key decision makers/influencers across a partner's organization
• Be responsible for day-to-day interactions and regular one-to-one meetings with airline partners, including frequent communication with contacts in the most important markets globally
• Look for signals that the partners' may need additional products/services to address business challenges/drivers and navigate through the appropriate internal channels to align resources to meet partners' needs
• Engage with a broad range of internal stakeholders, to seek out new perspectives to improve outcomes for the business, our partners and travelers
• Conduct regular business reviews and contribute ideas to create opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to grow partners' accounts and expand business opportunities and relationships. To facilitate this, you’ll be travelling internationally and domestically, approximately 20% of your time
• Demonstrate a deep understanding of the financial impact of decisions/solutions and how your own role contributes to positive outcomes
• Partner with finance to develop potential business solutions and tactics and conduct a comprehensive analysis (e.g., pros/cons, cost/benefit, risks, resources, timing) to determine the viability of various alternatives
• Articulate a business issue impacting your work and help develop the rationale for addressing it to improve performance outcomes. This will include assisting in the identification and cost/benefit/risk analysis of potential solutions
• Help determine recommended solutions, documenting and preparing the business case for change and sharing with team leadership
• Partner with legal resources to develop and negotiate appropriate contract terms for simple contracts
• Gain understanding and application of more complex concepts, multi-year contracts or unique situations, supported by the Director
• Complete and manage dynamic local-, regional-, or global account plans based on an understanding of partners needs and industry trends, and apply suitable prioritization
• Understand the market dynamics, and apply your strong industry knowledge to spot overall trends; use this knowledge and understanding to influence partners' decisions and business outcomes
• Interpret data relative to the performance of products, services, and solutions against partners' needs/expectations to ensure the airline partners recognize and receive value
• Understand the full array of the company’s offerings and areas of expertise; and apply this knowledge to meet the needs of the partner, to gain commitment on joint initiatives that achieve agreed business/revenue targets
• Strategically build relationships to support total portfolio and organization needs, including industry relationships outside of your accounts; strategically build internal relationships to support total portfolio and organization needs
• Likely have the opportunity to represent and build company profile at industry events

Experience and qualifications:

• 5+ years of related professional experience, with a Bachelor's or Master's in a related technical field preferred
• Proficiency in English and Japanese. Proficiency in an additional Asian language, especially Korean, is advantageous.
• Influential communicator and skilled presenter
• Impactful in utilising sales techniques
• Able to manage multiple projects and timelines
• Capable of making and owning data/insight driven decisions, and learning from the outcomes
• Understands contractual terms and application to business relationships
• Negotiations with Director+ levels, independently and also in conjunction with Senior Leaders in Air Account Management team
• Contact strategy development and pitching opportunities
• Understanding of airline distribution is desirable, including GDS, NDC and other travel technology

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

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