Key Account Development Controller Leisure and Commercial Segments

Monitor and analyse the performance of key accounts across marine, cruise, commercial segments and other strategic segments, providing regular reporting, trend analysis and actionable insights to support commercial decision-making Support the development and implementation of account strategies by gathering, validating and consolidating data from internal and external stakeholders, including sales teams, pricing, network planning and finance. Prepare performance dashboards, business reviews and account scorecards to evaluate revenue contribution, market share, profitability and achievement against agreed objectives. Conduct detailed analysis of industry accounts, identifying trends, risks and growth opportunities. Maintain and develop reporting databases and commercial information repositories to ensure accurate, up-to-date information is available for stakeholder use. Support the preparation of commercial proposals, RFP responses, account reviews and business cases through the provision of data, analysis and market intelligence. Work closely with Revenue Optimisation, Pricing and Finance teams to evaluate account performance, incentive effectiveness and commercial returns against contractual commitments. Monitor contractual obligations, incentive agreements and performance commitments, highlighting variances and supporting corrective action where required. Coordinate with regional and outstation sales teams to gather account intelligence, ensure reporting consistency and support global account development initiatives. Support the implementation, testing and monitoring of commercial systems, reporting tools and process improvement projects, ensuring data accuracy and business requirements are met. Produce regular market, competitor and segment analyses to identify emerging trends, customer needs and opportunities for business growth within marine and other key commercial segments. Assist in the planning and execution of joint marketing activities, trade events, industry engagements and partner initiatives by providing performance measurement and post-campaign analysis. Ensure the timely distribution of fare updates, commercial policies, programme changes and relevant business information to key stakeholders. Develop and maintain management reports and presentations for senior leadership, providing clear and concise insights to support strategic and operational decision-making. Build effective relationships with internal and external stakeholders to facilitate information sharing, improve account visibility and support achievement of commercial objective.

Desired Candidate Profile

Degree or Honours (12+3 or equivalent qualification). Minimum 5+ years of experience in Commercial, Sales, or related business functions. Knowledge/

Skills

• In commercial disciplines with emphasis on economics, transportation, sales, marketing, business management and related studies
• Experience in the airline industry, in a sales or distribution position
• Specific experience of the sales environment of the airline industry
• Strong people, team management and leadership skills preferably in a multi-cultural environment
• Ability to communicate, negotiate and influence effectively
• Experience in cross-functional project management and systems implementation would be an asset
• Ability to adapt and respond quickly to a fast changing IT environment where the business requirements need to be translated to project charters