<p class="MsoNormal" style="margin-bottom: 8pt; text-align: left; line-height: 1.8;" align="left"><strong><span lang="EN-US" style="font-family: 'Arial',sans-serif;">Goal</span></strong></p>
<p class="MsoNormal" style="margin-bottom: 0.0001pt; line-height: 1.8; text-align: justify;"><span lang="EN-US" style="font-family: arial, helvetica, sans-serif;">The</span> <span lang="EN-US" style="font-family: arial, helvetica, sans-serif;">Account Manager is responsible for reaching sales targets & maximizing revenue in the existing business segment of LH Group and JV partners in Northern 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; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;"><span lang="EN-US">In addition, the</span> <span lang="EN-US">Account Manager identifies and contacts new potential clients with the aim to convert them into contracted accounts for Lufthansa Group in Northern 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></span></p>
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<p class="MsoNormal" style="margin-bottom: 8pt; text-align: left; line-height: 1.8;" align="left"><span style="font-family: arial, helvetica, sans-serif;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 11pt; line-height: 107%;">Main Responsibilities</span></strong></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Analyze market trends, identify growing industries and identify potential SMEs/ corporates</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Develop existing accounts, identify new business potential and drive growth</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Comprehensive preparation of contract negotiations (incl. quotations) in close cooperation with the Account Steering Expert</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Negotiate contracts with existing corporate accounts, agencies & TMCs with clear focus on revenue quality and growth of business</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Negotiate complex contracts with high potential / high volume companies identified / developed </span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Implementing Sales Product Solutions in close cooperation with the Market Offer Coordinator function (e.g. corporate net rates – individual and framework). </span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>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></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>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></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Arrange and prepare comprehensive customer visits based on sales visit preparations by the Account Steering Expert</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>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></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>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></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Follow-up analysis and action plans based on opportunities and requirements out of customer meetings. </span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Drive business cases together with the General Manager Sales and the Account Steering Expert.</span></span></p>
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<p class="MsoNormal" style="margin-bottom: 8pt; line-height: 1.8; text-align: justify;" align="left"><span style="font-family: arial, helvetica, sans-serif;"><strong><span lang="EN-US" style="font-size: 11pt; line-height: 107%;">Requirements & Competencies</span></strong></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Bachelor Degree, proven sales experience in the airline / hospitality / travel industry is preferable </span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Minimum 3 years working experience in Account Management or equivalent Sales Experience</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;"><span lang="EN-US">•<span lang="EN-US"> </span>Working under pressure, strong customer orientation, excellent negotiating and interpersonal skills, good analytical skills and business sense, process-oriented, entrepreneurial thinking, dependable, innovative</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Willingness to travel</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Languages required: English, Mandarin</span></span></p>
<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span style="font-family: arial, helvetica, sans-serif;">•<span lang="EN-US"><span style="mso-tab-count: 1;"> </span>Excellent knowledge of the MS-Office package</span></span></p>
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<p class="MsoNormal" style="text-align: left; line-height: 1.8;"><span lang="EN-US"><span style="font-family: arial, helvetica, sans-serif;">If you are interested in this position, please send you English resume to <a href="mailto:qi.zhang.u772340@dlh.de">qi.zhang.u772340@dlh.de</a> and <a href="mailto:yingcen.liu@dlh.de">yingcen.liu@dlh.de</a></span></span></p>
