ROLE SUMMARY

•    Foster the success of Amadeus Ethiopia and maintain a sustained basis for market leadership.
•    Define commercial and Marketing strategies and ensure achievement of objectives of various sales channels in accordance with the company business strategy in order to guarantee the development and constant growth of the company.
•    Hold responsibility for the execution, implementation, and achievement of the commercial and marketing strategies in the Territory, including sales and account management and marketing to be carried out, customers to be served and products/services to be offered.
•    Manage the relationships between decision-makers within Strategic Key Accounts and Amadeus and be responsible for the overall satisfaction, retention & development of the Key Accounts.
•    Hold responsibility for the daily management of the Territory commercial team (Including distributors when applicable) 
•    Hold joint responsibility for the growth of the Profit & Loss of Amadeus Ethiopia, the retention and growth of customers, revenues, and EBITDA, and managing the cost & revenue budget of the Territory.

ROLES AND RESPONSIBILITIES

Strategic planning & execution

•  Define and execute the sales, account management, and marketing plan, including the appropriate product offering for each customer segment to meet the Ethiopian Territory’s yearly objectives aiming at achieving the company's annual targets in market share, revenue, profits, and customer satisfaction. 

•   Ensure correct setting of team objectives to realize the designed strategy and communicate the final sales & account management, marketing & product offering plans to the Territory’s team to ensure timely and successful implementation.

• Provide regular input and feedback to the General Manager on the execution of commercial operations (sales, account management, marketing, and product plans) to ensure they fulfill the 
  defined commercial objectives & have all the product and marketing support required for the sales & marketing activities.

• Monitor delivery of results to identify possible deviations from the business objectives and define and implement required corrective actions.

• Develop business cases following the agreed methodology.

•   Manage incentive budget in Ethiopia with particular emphasis on the Territory to reflect business plan.

Key account management

•   Build, develop, and maintain relationships with Key Accounts decision-makers to develop opportunities, maintain, and expand business within the accounts. 

•  Be a figurehead in the Territory from a brand positioning/customer-centricity point of view with customers and target customers.

•  Assume full responsibility for clients in the portfolio. Act as the link between the Key Account Customers and the Amadeus organization for all client needs, liaising/coordinating the various ACO departments and regional teams to ensure customer support and satisfaction.

•  Develop and implement Account Development plans for Key Customers in the Territory.

•   Maintain a high level of current knowledge of the product portfolio and the benefits of specific products for Key Accounts as well as other KA-specific information (trends, strategy, competitors, pricing, etc.) to increase awareness of Amadeus products and services in the market / with customers/prospects.

•  Lead the sales & account management team in Request for Proposal Response presentations to potential Key customers in order to acquire new KAs, directly leading the more complex, cross-functional prospects.

•   Represent the Ethiopia ACO’s position in commercial & marketing debates and discussions at regional and/or global levels.  Act as a representative of Amadeus Ethiopia in discussions with Media, Authorities, Customers, and providers, in alignment with guidelines provided by the General Manager / Corporate Communications.

Sales team support & coaching.

•   Set SMART objectives; regularly review direct reports’ performance through the Management by Objectives (MBO) review process, following up objectives for individuals in line with organizational goals.

•   Plan and prioritize workload according to objectives, current, and future activities, initiatives, and projects, allocating resources accordingly, 

•  Support the Territory’s commercial team to initiate, follow up and lead the stages of the sales cycle from prospecting to the closure of sales deals, to interacting with clients and performing product demos as required. Aid sales force in the relationship with important clients/prospects.

•   Instill a strong orientation to results and customer focus in the team: lead organization change towards consistently delivering on customer segment needs

•   Ensure sharing of knowledge and best-demonstrated practices across the sales & account management team and the other departments.

•   Monitor implementation and usage of sales & account management tools in the team.

• Recommend/implement relevant training/coaching for the sales & account management team. 

• Ensure regular internal communication on the performance and achievements and future plans and activities for the Kenya market.
  
  Performance monitoring & regional reporting and budget & financial controlling

•   Monitor the sales, account management, product & marketing, and operations performance indicators to assess the effectiveness of activities against defined goals, providing regular established or ad-hoc reporting to Amadeus Ethiopia General Manager

•     Monitor Sales & Account Management sales administration processes (pipeline, etc) for Ethiopia, to ensure a consistent approach and best practice sharing

•   In conjunction with the Amadeus Ethiopia team:

•   Prepare for approval annual Territory budget defined to support the execution of the Territory’s sales & account management, marketing & product, and operational plans. 

•  Contribute to / Provide follow-up reporting spend versus budget with the objective to control and optimize company profitability

Operational activities:

•    In coordination with the General Manager, participate in defining and monitoring the operational plan for the Territory covering the helpdesk, training, and technical support (needs and volume of workload), striving for operational excellence. 

Job Requirements

Qualifications & Requirements

EDUCATION

•     University degree in Business Administration, Sales and Marketing

RELEVANT WORK EXPERIENCE

•    Minimum 3 to 7 years experience in Tourism and travel solutions sales, marketing, account management, and/or project management in a commercial and business environment.
•    Good Travel Industry knowledge is desirable
•    Sales experience

BUSINESS UNDERSTANDING

•    Has a general knowledge of Amadeus fundamentals: history, business, offer, strategy, technology, and organization

How to Apply

Qualified Applicants should submit a Non-Returnable CV / Resume in-person to Boston Partners Office in Bole, Boston Day Spa Bldg 4th floor OR you can send a soft copy directly to

mahlet.tadiwos@amadeus.et  or Careers@kurifturesorts.com  within seven (7) consecutive working days.

For more information please call: +251116184360