<p class="MsoNormal" style="margin-bottom: .0001pt; text-align: center; line-height: normal;" align="center"><span lang="EN-US" style="font-size: 20.0pt; font-family: 'Arial',sans-serif;">Key Account Manager</span></p> <p class="MsoNormal" style="margin-bottom: .0001pt; text-align: justify; text-justify: inter-ideograph; line-height: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;"> </span></p> <p class="MsoNormal" style="margin-bottom: .0001pt; text-align: justify; text-justify: inter-ideograph; line-height: normal;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;"> </span></strong></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;">Work Location is in Shanghai</span></strong></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal;"><span lang="EN-US"> </span></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;"> </span></strong></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;">Goal</span></strong></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;"> </span></strong></p> <p class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;">The Key Account Manager is responsible for reaching sales targets & maximizing revenue in the existing business segment of LH Group and JV partners in Eastern China. She/he manages and develops customer portfolios, mainly through personal sales visits. In addition, she/he applies an entrepreneurial mindset to constantly look for new ways to develop revenue through partnerships, new contracting approaches, multiple distribution options and preferred product displays.</span></p> <p class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;">In addition, the Key Account Manager identifies and contacts new potential clients with the aim to convert them into contracted accounts for Lufthansa Group in Eastern China. She/he processes the new sales leads and registers new accounts in the different loyalty corporate and SME programs offered. She/he champions new business opportunities in the sales organization.</span></p> <p class="MsoNormal"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;"> </span></strong></p> <p class="MsoNormal"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif;">Main Responsibilities</span></strong></p> <p class="MsoListParagraph" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Analyze market trends, identify growing industries and identify potential SMEs/ corporates</span></p> <p class="MsoNormal" style="margin-bottom: .0001pt; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpFirst" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Develop existing accounts, identify new business potential and drive growth</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Comprehensive preparation of contract negotiations (incl. quotations) in close cooperation with the Account Steering Expert. </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Negotiate contracts with existing corporate accounts, agencies & TMCs with clear focus on revenue quality and growth of business</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Negotiate complex contracts with high potential / high volume companies identified / developed </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Implementing Sales Product Solutions in close cooperation with the Market Offer Coordinator function (e.g. corporate net rates – individual and framework). </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Coordinate the implementation of new distribution solutions for high potential agency or corporate accounts, acting as interface between the customer and the Distribution Experts teams.</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Monthly evaluation of own portfolio performance as well as those of the team (where applicable), in close cooperation with Account Steering Expert. Identify new revenue potential in all existing portfolios and act as a sales entrepreneur by evaluating and implementing new sales products and programs in order to stimulate further revenue growth<span style="mso-spacerun: yes;">   </span></span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Arrange and prepare comprehensive customer visits based on sales visit preparations by the Account Steering Expert</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Pro-actively act as a distribution consultant when it comes to existing and future new booking channels and/or methods in order to optimize LH Group & JV revenue generated by different distribution solutions</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Act as the spearhead for timely and effective distribution and collection of information to and from the customer and travel agents with the purpose of achieving sales and further cooperation opportunities</span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Follow-up analysis and action plans based on opportunities and requirements out of customer meetings. </span></p> <p class="MsoListParagraphCxSpMiddle" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;"> </span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"><!-- [if !supportLists]--><span lang="EN-US" style="font-size: 11.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; color: black; mso-themecolor: text1;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';">         </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">Drive business cases together with the General Manager Sales and the Account Steering Expert.</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"> </p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: .0001pt; mso-add-space: auto; text-align: justify; text-justify: inter-ideograph; text-indent: -18.0pt; line-height: normal; mso-list: l0 level1 lfo1; mso-layout-grid-align: none; text-autospace: none;"> </p> <p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: 3;"><strong><span lang="EN-US" style="font-size: 11.0pt; line-height: 107%; font-family: 'Arial',sans-serif; mso-fareast-font-family: PMingLiU; mso-fareast-theme-font: minor-fareast; mso-ansi-language: EN-US; mso-fareast-language: DE; mso-bidi-language: AR-SA; mso-no-proof: yes;">Requirements & Competencies</span></strong><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: 'Arial',sans-serif; mso-fareast-language: DE; mso-no-proof: yes;"><br /></span></strong></p> <p class="MsoListParagraphCxSpFirst" style="margin-bottom: 0.0001pt; line-height: normal;"> </p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11pt; font-family: Arial, sans-serif;">• Bachelor Degree, proven sales experience in the airline / hospitality / travel industry is preferable</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11pt; font-family: Arial, sans-serif;">• Minimum 3 years working experience in Key Account Management or equivalent Sales Experience</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11pt; font-family: Arial, sans-serif;">• Working under pressure, strong customer orientation, excellent negotiating and interpersonal skills, good analytical skills and business sense, process-oriented, entrepreneurial thinking, dependable, innovative</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11pt; font-family: Arial, sans-serif;">• Willingness to travel</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11pt; font-family: Arial, sans-serif;">• Languages required: English, Mandarin;</span></p> <p class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt; line-height: 3;"><span lang="EN-US" style="font-size: 11.0pt; font-family: 'Arial',sans-serif; color: black; mso-themecolor: text1;">• Excellent knowledge of the MS-Office package</span></p> <p class="MsoNormal" style="margin-bottom: .0001pt; line-height: normal; mso-layout-grid-align: none; text-autospace: none;"> </p> <p style="line-height: 2;">Please send your English CV to the following email address before 22.March.2024:</p> <p style="line-height: 2;">qi.zhang.u772340@dlh.de or yang.xue@dlh.de</p> <p style="line-height: 2;">(Email title: CV-your name)</p> <p> </p>