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via Freshfield Recruitment

Freshfield Recruitment, gevestigd in Diegem, is een "boutique style" executive search company, ook wel een headhunter genoemd. We zijn een innovatieve provider van professionele recruitment, talent management en people development diensten. We richten onze focus op de volgende industrieën en sectoren: - Travel & Tourism, ...
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Key Account Manager at Airplus

Job ID: 50644
Job Views: 3823
Location: Home based
Sector: Other - Tourism Services
Contract: Fixed: full-time
Posted: 12.12.2016

Job Description

Company Description:
AirPlus. Your Travel Payment company:
Business trips involve a lot of organization: From the planning to the payment of flight, hotel, rail and rental car costs before and during the trip up to the evaluation of the costs after the trip. AirPlus, as a leading international provider, offers solutions for the day-to-day management of business travel. Some 1,200 employees devote themselves each day to making business travel easier for our 46,500 corporate customers from around the world and ensuring that costs remain manageable.
In doing so, AirPlus draws on more than 25 years of experience. Companies optimize their business travel management with AirPlus: We are the preferred billing partner worldwide of major airlines such as Lufthansa, Singapore Airlines and United Airlines and a business partner of leading technology companies such as Amadeus and SAP. We know all about the tasks and problems in business travel management and give full support to companies from the payment to the billing through to the analysis of business travel expenses.
With AirPlus, companies can lower their travel costs significantly: The all-round solution enables a detailed evaluation of all travel data. That way we help companies detect savings potential and save costs.

Working environment:
AirPlus stands out thanks to its employees. We are successful only because of the high quality of our staff and their continual striving for excellence – this top team forms the backbone of our company. That is why we try to support and challenge our employees in the best possible way, and believe that can succeed only through ongoing investment and a favorable working environment.
The good news is: 98 percent of our employees would choose AirPlus again – our annual staff survey confirms this. The reason for this lies not least in our numerous opportunities for personal and professional development. It is also due to an excellent, open working environment, characterized by mutual respect and a friendly atmosphere. Fairness, equality and open-mindedness are not just empty words with us – they are embodied in our corporate culture. And because of that we received, in 2015, the “Great Place to Work” award.

Job Description:
Job Purpose Overview:    
Strategically manage and grow a portfolio of existing Corporate customers to enhance business and provide qualified consulting in a manner that supports the Company’s overall strategy and mission. Maintain and grow each account, identifying new business and additional revenue stream opportunities by up-selling and cross-selling the companies´ products and solutions, to ensure they increase profitability in line with annual targets.

Key Responsibilities:     
•    Develop account management activities in full accordance with the company’s objectives to ensure customer retention and increase revenue
•    Manage a portfolio of Corporate customers, working in a consultative manner to enhance relationships and create customer loyalty to ensure that the “life time customer value” is fully developed
•    Manage the relationship with Travel Management companies and other suppliers who provide Business Travels services to common Corporate customers, to develop and maintain the necessary cooperation needed
•    Cooperate with New Business Sales Managers  to optimise the sales process from the first customer contact and co-ordinate with internal customer support and implementation teams to ensure all implementation activities are managed  in line with customer expectations
•    Undertake periodical account reviews (based on segment and size) and monitor the commercial performance of each account within the portfolio, proactively contacting customers to maintain consistent high level of service delivery, whilst identifying new business opportunities and up-selling and cross-selling further AirPlus products and solutions
•    Understand the customer and their drivers and develop strong client relationships with a matrix of stakeholders within the organization through regular contact, including face to face meetings, telephone and email communication
•    Prepare and conduct customized customer presentations, client webinars, demos and training on the product platform during the sales process; educate agency partners on AirPlus products and solutions; and represent the company at industry events
•    Gather and provide customer feedback to promote/facilitate service and product improvements and provide detailed information and reports to management team as and when required
•    Solve ad-hoc and ongoing commercial issues
•    Attend regular sales meetings and maintain up to date information on all account management activity

Dimensions/ scope:    
•    Actions have a direct impact on internal and external customers and partners
•    Frequent direct and indirect contact with customers and partners, cultivating and maintaining existing relationships and actively seeking new business opportunities
•    Represents the company at client meetings and industry events
•    Works as part of the account management team, but expected to manage customers and portfolio with a reasonable degree of autonomy
•    Accountable for portfolio and volume growth and achieving individual targets (both qualitative and quantitative) set on an annual basis

Special Working Conditions:    
•    Home based position with flexible working hours (availability outside of standard working hours may be required)
•    Extensive national (Belgium) and some international (Amsterdam, Luxemburg, Frankfurt) travel required
•    Driving License required

Job Requirements

•    An academic qualification at graduate level (Bachelors degree or equivalent) preferably in Business, Sales/Marketing or a field related to Business Travel Management

Knowledge & Experience:     
•    A minimum of 5 years of professional experience with a proven track record of account management within a target-driven environment
•    Knowledge and understanding of business/customer requirements and processes
•    Sound knowledge and understanding of the corporate card and/or business travel industry would be an advantage (but not essential)

Skills & Abilities:    
•    Sales driven personality with an entrepreneurial drive to succeed in a highly results driven environment, able to sell conceptually and consultatively and to identify and develop new and creative channels for revenue generation and business opportunities
•    A strong network of contacts/relationships with the BeLux Business Travel Industry is considered a strong asset for potential candidates
•    High level of customer orientation, able to listen and respond effectively to customer queries, solve problems creatively, commit to exceeding customer expectations, and measure and evaluate customer satisfaction
•    Confident and articulate communicator both verbally and in writing and able to present with confidence and credibility, using a variety of styles and media tailored and adapted to the specific needs of the audience
•    Excellent networking and interpersonal skills and the ability to build trusted and collaborative relationships with internal and external stakeholders at all levels of an organisation
•    Persuasive and influential by nature, a highly effective negotiator able to ‘think on your feet’ and demonstrate diplomacy and tact
•    Team player with a strong work ethic that takes ownership of their job
•    High level of business acumen, corporate awareness and a commitment to supporting cross-divisional activities
•    Strong analytical skills and the ability to successfully interact with employees and internal/external partners to solve problems and achieve goals
•    Exceptional organizational and time management skills with the ability to prioritize work effectively within time constraints to meet deadlines and achieve results
•    Flexible, adaptable and able to work independently with minimal day to day direction (will be working in a remote management environment)
•    High level of cultural awareness and sensitivity, ability to engage with a culturally diverse population
•    Seeks to continually develop own knowledge and skills and participates in development opportunities above and beyond required training
•    Advanced knowledge of Microsoft Windows package including Microsoft Word, Excel, PowerPoint & Outlook
•    Excellent verbal and written Dutch, French and English

A great opportunity to work for an innovative, international leader. Excellent package, including competitive salary, company car, home office allowance, group - and hospitalisation insurance, bonus...

Please send your CV to Jeroen van der Velde at or contact him per telephone for more info on +32 2 719.03.55