Account Steering Expert (M/F)

Job description

The Account Steering Expert proposes sales activities and options for action based on performance data analysis and evaluation of customer portfolios. She/he enables the Account Management and New Business and SME (Small and Medium-sized Enterprises) Account Management to develop her/his portfolio and optimizes sales activities/ solutions by steering visits and preparing sales presentations accordingly. She/he is involved in the Execute Sales and Sales Steering process

Tasks:

Dependent on the assignment focus the tasks include the following:

Steering and Monitoring:

·  Derive account management activities, based on monthly analysis and evaluation of account management portfolios and their possible revenue potentials for Lufthansa Group and JV partners
·  Weekly planning and optimization of customer visits / calls based on revenue performance and future trends identified in close collaboration with the Account Management
·  Compile and coordinate sales visit preparation kits (analysis, key points and follow-up items) for the Account Manager
·  Contribute to the creation of action plans triggered by the Sales Steering function and initiate the defined measures in the relevant markets
·  Identification of sales based opportunities and threats by competition monitoring
·  Ensure a seamless cooperation with regional Sales Steering and Revenue Management coordination function (where applicable)
·  Ensure quality of agent/corporate reference data in the relevant Lufthansa Group sales tools and update of customer profiles in CRM system
·  Analyze and forward sales leads to New Business and SME Management and manage sales lead administration in Customer Relationship Management databases
·  Ensure flow of information to relevant Lufthansa Group departments

Contracting:

·  Regular analysis and evaluation of customer account performance (corporate / SME accounts and travel agencies / travel management company) as a basis for annual contract planning and contract settlement
·  Comprehensive preparation of contract and tactical incentive proposals (incl. individual quotations and ‘Outside Bandwidth Requests’) in cooperation with the Account Management
·  Market interface for contracting tool process flow (for example Contracting Competence Center, if applicable)
·  Regularly evaluate incentive contract Return on Investment (base contract and push actions) in order to enhance effectiveness

*Participate in other duties as assigned

Lufthansa is one of the world`s leading airlines. As an internationally-operating aviation Group Deutsche Lufthansa is active in the following business fields: Passenger Transportation, Logistics, MRO and Catering. More than 540 subsidiaries and holding companies also belong to the Group. The airline offers more than 235 destinations in 78 countries using currently 615 aircraft, around 420 are used for Lufthansa German Airlines and Germanwings. Around 106 million passengers worldwide place their trust in us each year. The dedication, skills and excellent service of more than 119 000 employees from almost 150 nations everywhere in the world is one of our greatest strengths.
www.lufthansa.com

Please apply via Be-Lufthansa.com under the job number P0452V293 If this is you, please apply online.

Desired profile

Your profile

·  High school diploma/GED required
·  College degree/vocational training: Bachelor required
·  Professional experience required
·  Language: English required, German desirable
·  Expert knowledge desirable
·  IT Knowledge as Expert: Excel, PowerPoint, Access

Personal Competencies:

·  Excellent Analytical skills
·  Excellent Entrepreneurial / commercial mindset
·  Strong Ability to manage complexity
·  Strong Independent and proactive approach
·  Good Strategic and conceptual thinking
·  Excellent Attention to quality and detail
·  Excellent Assertiveness
·  Good Problem solving / solution oriented
·  Good Innovative and open to change
·  Excellent Communication skills (verbal and written) / Interpersonal skills
·  Strong Conflict management skills
·  Strong Cooperation skills/ Team player
·  Excellent Structured / systematic approach/ Process orientation

Formal selection procedure:

·  Assessment may be required

*CV/Resume and Cover Letter Required

AboutDeutsche Lufthansa AG