Synopsis
Manage, retain, and grow a portfolio of indirect trade accounts across the assigned territory by driving revenue growth, strengthening strategic partnerships, and delivering sustainable market share outcomes aligned with Etihad’s commercial objectives.
Key Objectives:
- Grow revenue and market share across assigned indirect trade accounts
- Retain and develop high-value accounts through structured account planning
- Identify and convert new business opportunities within the territory
- Provide strong in-market representation for Etihad
- Deliver actionable market intelligence and performance insights to leadership
Accountabilities
Account & Relationship Management
- Manage and service an assigned portfolio of indirect trade accounts, maintaining strong senior-level relationships.
- Act as Etihad’s in-market representative, ensuring consistent engagement and timely resolution of customer needs.
- Conduct formal account reviews at least twice annually, supported by performance and market analysis.
Revenue Growth & Sales Execution
- Develop and implement account development plans in collaboration with the National Partnership Manager.
- Identify, prioritize, and pursue revenue-generating opportunities using a structured sales pipeline.
- Propose and execute ROI-driven sales initiatives within dealing guidelines, providing justification where required.
- Coordinate promotions and commercial initiatives with trade partners and OTAs to achieve revenue and share targets.
- Effectively position Etihad’s value proposition, justify pricing, and differentiate from competitors.
Market Intelligence & Performance Analysis
- Monitor portfolio and territory performance and provide regular insights and recommendations to leadership. Identify and report market trends, risks, and opportunities impacting revenue and competitiveness.
- Respond promptly to new business requests across relevant market segments.
Product, Network & Partnership Expertise
- Maintain strong knowledge of Etihad’s network, products, digital capabilities, ancillary services, and joint venture offerings.
- Collaborate with codeshare carrier sales teams to implement joint initiatives that drive awareness and revenue across partner networks.
Internal Collaboration & Leadership Support
- Work closely with the General Manager AUNZ, and all other Etihad teams on planning, analysis, and initiative delivery.
- Support broader commercial objectives with a focus on PRASK and sustainable quality revenue growth.
Compliance & Safety
- Comply with all Etihad corporate policies, service standards, and safety procedures.
- Actively support Etihad’s safety culture and reporting requirements.
Education & Experience
- Bachelors degree with 3 years of relevant experience (or equivalent professional experience).
- Strong knowledge of airline products, services, and distribution channels
- Proven experience in account management, sales, and revenue growth
- Strong commercial acumen, financial planning, and analytical skills
- Excellent negotiation, communication, and presentation abilities
- Ability to build strategic partnerships and diagnose customer needs
- Strong understanding of the Australian & New Zealand travel industry
- Highly organized, self-motivated, and able to work under pressure
- Advanced Microsoft Office skills
- Willingness to travel domestically and internationally
- Flexible to work outside standard business hours as required
- Current Australian driver’s licence
About Etihad Airways
Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world’s leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad’s codeshare partners, Etihad’s network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. All this ties into Etihad’s ambitious Journey 2030 strategy. The airline plans to double its fleet size and triple the number of customers over the next six years as it sets out to be the airline everyone wants to fly!
To learn more, visit etihad.com
Recruitment Fraud Alert
Beware of fraudulent job offers from individuals or organizations claiming to represent the Etihad group. We will never ask for personal information, bank details, or payment during the recruitment process. Interviews are conducted face-to-face or via video/telephone before any formal offer. If you are asked for money, please treat it as fraudulent.
