1+ months

Account Manager, Channel Sales

American Airlines
Hong Kong, Hong Kong

Please ensure you already have the legal right to live and work in Hong Kong before submitting your application for this role.


Location: Hong Kong
Job Level: 3



 Responsible for strategically developing and maintaining a portfolio of agency accounts within the designated market with the overall objective of maximizing revenue generation.  

About The Job

Key Responsibilities: (Including but not limited to)

• Responsible for revenue generation and building awareness of AA through strategic sales and promotions with travel agencies, vendors, associations and organizations in HKG.
• Calls on prospect and assigned agency/ wholesaler accounts and builds business relationships to gain long term commitment to American Airlines.
• Implements and manages sales strategy and programs with key travel agents and wholesalers to expand market penetration and generate incremental revenue.
• Coordinates a joint agency strategy to maximize JB revenue with JB partner.
• Penetrates targeted market segments for maximum exposure and revenue generation to build business relationships and gain long term commitments to AA.
• Assesses sales opportunities and utilizes sales resources to maximize AA’s revenue potential.
• Makes recommendations concerning local advertising, displays, direct mail, sponsorship, FAM trips and other promotional initiatives to support the sales effort.
• Manages any customer tender process when required, negotiating where relevant and implementing contractual requirements as per market conditions and customer specifications.
• Coordinates with MSR support to ensure all contractual requirements are met and the contact details for key customers are up to date.
• Effective use of AA management information reporting systems (SMARTS, VISION, DATANET, etc) to identify and recommend revenue opportunities to the Sales Manager China.
• Prepares sales statistics and reports of local market to leaders & share with peers regularly or produces ad hoc reports or analysis when needed. .
• Works with account managers, sales teams in the region to develop business plans for developing channel sales.
• Submit recommendations of measures to maximize sales productivity as well as effective use of allocated sales resources.
• Maintains and develops new business relationships with key agencies and other non-agency accounts or organizations to gain long-term commitments to AA.
• Develops the business plans for the targeted agencies, niche segments or organizations in Hong Kong
• Participates in business functions and meetings of the travel industry on behalf of AA.
• Develops agency sales with focus on premium revenue by working closely with other team members.
• Reviews and analyzes various sales performances and forecast reports and assesses revenue opportunities.  Identifies areas in need of improvement and propose actions in a timely manner.
• Coordinates with sales support to ensure all contractual requirements are met and the contact details for key customers are up to date.
• Performs ad-hoc projects as required and supports sales promotions, customer events, marketing activities, etc.


Core Competencies & Skills Required:

- Excellent written and verbal communication skills in English and Chinese. Cantonese at native speaker level. Good Mandarin Chinese proficiency is a plus
- Strong negotiation, presentation and interpersonal skills
- Proven capability of both agency sales and corporate sales
- Previous experience in airline and industry sales
- Communicate effectively with all levels of external and internal customers
- Strong organization / planning, analytical and problem solving skills
- Strong computer skills including a solid knowledge of Microsoft Office functionality
- Demonstrate sound judgment and decision-making ability
- Self-motivated, able to work under the pressure and possess a positive attitude
- Position requires high flexibility and the ability to handle multiple priorities simultaneously
- Ability to build firm and good business relationships with the various accounts and customers.
- Good understanding and working knowledge of airline data systems and ability to develop account performance reviews and presentation.
- Willing to work extra hours and travel when needed.


Job Level: 3
Requisition ID: 28982


Posted: 2019-04-11 Expires: 2019-07-17

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Account Manager, Channel Sales

American Airlines
Hong Kong, Hong Kong

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