Job Description
Boston Partners PLC has partnered with Amadeus IT Group, the leading travel technology company in the world. As the exclusive distributor of Amadeus Ethiopia, our team seeks to hire the strongest candidates to represent the brand.
Amadeus is part of everything it takes to bring travel to life. We provide the technology that keeps the travel sector moving – from initial search to making a booking, from pricing to ticketing, and from managing reservations to check-in and departure processes.
Our people are driven by a passion for ‘Where next?’ and our ambition is to improve the travel experience of hundreds of millions daily. At Amadeus, you can take pride and responsibility in your work, facilitating the entire travel journey from door to door. Amadeus does this by joining up key players in the travel industry: travel agencies, corporations, airlines, airports, hotels, railways, and more. We give those companies the tools to serve travelers better and manage their own business more effectively.
Amadeus is at the heart of the global travel industry. Our people, our technology, and our innovation are dedicated to working with our customers and partners to shape the future of travel.
ROLE SUMMARY
- Foster the success of Amadeus Ethiopia and maintain a sustained basis for market leadership.
- Define commercial and marketing strategies and ensure the achievement of objectives of various sales channels by the company business strategy to guarantee the development and constant growth of the company.
- Hold responsibility for the execution, implementation, and achievement of the commercial and marketing strategies in the Territory, including sales and account management and marketing to be carried out, customers to be served and products/services to be offered.
- Manage the relationships between decision-makers within Strategic Key Accounts and Amadeus and be responsible for the overall satisfaction, retention & development of the Key Accounts.
- Hold responsibility for the daily management of the Territory commercial team (Including distributors when applicable)
- Hold joint responsibility for the growth of the Profit & Loss of Amadeus Ethiopia, the retention and growth of customers, revenues, and EBITDA, and managing the cost & revenue budget of the Territory.
ROLES AND RESPONSIBILITIES
Strategic planning & execution
- Define and execute the sales, account management, and marketing plan, including the appropriate product offering for each customer segment to meet the Ethiopian Territory’s yearly objectives aiming at achieving the company’s annual targets in market share, revenue, profits, and customer satisfaction.
- Ensure correct setting of team objectives to realize the designed strategy and communicate the final sales & account management, marketing & product offering plans to the Territory’s team to ensure timely and successful implementation.
- Provide regular input and feedback to the General Manager on the execution of commercial operations (sales, account management, marketing, and product plans) to ensure they fulfill the defined commercial objectives & have all the product and marketing support required for the sales & marketing activities.
- Monitor delivery of results to identify possible deviations from the business objectives and define and implement required corrective actions.
- Develop business cases following the agreed methodology.
- Manage incentive budget in Ethiopia with particular emphasis on the Territory to reflect business plan.
Key account management
- Build, develop, and maintain relationships with Key Accounts decision-makers to develop opportunities, maintain, and expand business within the accounts.
- Be a figurehead in the Territory from a brand positioning/customer-centricity point of view with customers and target customers.
- Assume full responsibility for clients in the portfolio. Act as the link between the Key Account Customers and the Amadeus organization for all client needs, liaising/coordinating the various ACO departments and regional teams to ensure customer support and satisfaction.
- Develop and implement Account Development plans for Key Customers in the Territory.
- Maintain a high level of current knowledge of the product portfolio and the benefits of specific products for Key Accounts as well as other KA-specific information (trends, strategy, competitors, pricing, etc.) to increase awareness of Amadeus products and services in the market / with customers/prospects.
- Lead the sales & account management team in Request for Proposal Response presentations to potential Key customers in order to acquire new KAs, directly leading the more complex, cross-functional prospects.
- Represent the Ethiopia ACO’s position in commercial & marketing debates and discussions at regional and/or global levels. Act as a representative of Amadeus Ethiopia in discussions with Media, Authorities, Customers, and providers, in alignment with guidelines provided by the General Manager / Corporate Communications.
Sales team support & coaching.
- Set SMART objectives; regularly review direct reports’ performance through the Management by Objectives (MBO) review process, following up objectives for individuals in line with organizational goals.
- Plan and prioritize workload according to objectives, current, and future activities, initiatives, and projects, allocating resources accordingly,
- Support the Territory’s commercial team to initiate, follow up, and lead the stages of the sales cycle from prospecting to the closure of sales deals to interacting with clients and performing product demos as required. Aid sales force in the relationship with important clients/prospects.
- Instill a strong orientation to results and customer focus in the team: lead organization change towards consistently delivering on customer segment needs
- Ensure the sharing of knowledge and best-demonstrated practices across the sales & account management team and the other departments.
- Monitor implementation and usage of sales & account management tools in the team.
- Recommend/implement relevant training/coaching for the sales & account management team.
- Ensure regular internal communication on the performance and achievements and plans and activities for the Kenya market.
- Performance monitoring & regional reporting and budget & financial controlling:
- Monitor the sales, account management, product & marketing, and operations performance indicators to assess the effectiveness of activities against defined goals, providing regular established or ad-hoc reporting to Amadeus Ethiopia General Manager
- Monitor Sales & Account Management sales administration processes (pipeline, etc) for Ethiopia, to ensure a consistent approach and best practice sharing
In conjunction with the Amadeus Ethiopia team:
- Prepare for approval annual Territory budget defined to support the execution of the Territory’s sales & account management, marketing & product, and operational plans.
- Contribute to / Provide follow-up reporting spend versus budget to control and optimize company profitability
Operational activities:
- In coordination with the General Manager, participate in defining and monitoring the operational plan for the Territory covering the helpdesk, training, and technical support (needs and volume of workload), striving for operational excellence.
Required Amount: 5
Report To: General Manager
Job Requirements
EDUCATION
- University degree in Business Administration, Sales and Marketing
RELEVANT WORK EXPERIENCE
- Minimum 3 to 7 years’ experience in Tourism and travel solutions sales, marketing, account management, and/or project management in a commercial and business environment.
- Good Travel Industry knowledge is desirable
- Sales experience
BUSINESS UNDERSTANDING
- Has a general knowledge of Amadeus fundamentals: history, business, offer, strategy, technology, and organization
Qualified Applicants should submit Non-Returnable CV / Resume in-person to Boston Partners Office in Bole, Boston Day Spa Bldg 4th floor OR you can send a soft copy directly to [email protected] within seven (7) consecutive working days.
For more information please call: +251 116184360
Note:- The position you are applying for should be mentioned in the subject line. Candidates who do not mention it in the subject line will not be eligible.
More Information
- Address Ethiopia
- Experience Level Manager
- Total Years Experience 10-20
