A. Job Purpose

• 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 maximising product visibility and availability within the trade channels.

B. 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

Trade Account Management

• Develop and nurture long-term relationships with assigned accounts, which can lead to better commercial outcomes for the company.

• Understand unique needs, preferences, and business objectives to tailor solutions that align with the airline's offerings and the client's requirements.

• Work closely with the Regional Manager, Area Manager or Country Manager to periodically monitor and evaluate the sales target achievement (monthly, quarterly, annually).

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.

Corporate Sales Account Manager

B2B Sales Account Manager Corporate Accounts