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Senior Manager, Key Air Partners, APAC (Sydney) Introduction to team: Travel Partnerships and Media (TPM) 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 Manager, Key Air Partners (APAC) role sits on the Air Account Management team in the TPM division of Expedia Group, developing and leading a segment of the portfolio of Key Airline partners, and 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 leading negotiations, business performance review, developing and executing a strategic growth plan, ensure competitive price & inventory access.
In this role, you will: Identify key decision-makers, influencers/stakeholders across a partner organization and develop/nurture strategic account relationships.Responsible for day-to-day interaction with the airlines, regular one-to-one meetings with airline partners, and frequent communication with contacts in the most important markets globally.Gather information about partners' business challenges/drivers and leverage internal relationships to identify and 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.Gain partners' commitment to deliver on joint initiatives that achieve agreed business/revenue targets.Conduct regular business reviews and 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 20-25% of your time.Demonstrate understanding of the financial impact of decisions/solutions to drive projects and analyses that support the organization's mission.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.Draft the business case for change and present a recommended solutions based on analysis to internal leaders.Partner with legal resources to explain complex concepts or unique situations that require potential deviation from standard contract terms; develop appropriate contract terms.Maintain thorough industry knowledge, including key market and economic factors impacting business performance and competitive landscape, to assist in creating effective airline partner solutions.Interpret data relative to the performance of products, services, and solutions against partners' needs/expectations to ensure the airline partners recognize and receive value.Identify the company's products, services, and solutions that will benefit the airline partner and present the value proposition for a continued partnership.Plan ahead to resolve potential risks, bottlenecks, or tight deadlines that could impact quality of work/outcomes.Experience and qualifications: 9+ years of related professional experience, with a Bachelor's or Master's in a related technical field preferred.Proficiency in English. Knowledge of another language from within Asia is a plus.Expert communicator and skilled presenter.Shows mastery in 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.Contact strategy development and pitching opportunities.Working knowledge of airline distribution is desirable, including GDS, NDC and other travel technology.
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