Key Account Manager
Etihad Airways
Total years of experience :18 years, 3 Months
Main role is to develop, retain and grow revenues/profits with existing assigned accounts and hunt for new potential clients for all business lines. This is achieved with client communications, deep relationships and strategic short/long term account plans for future growth. My current portfolio is of PKR 600 Mn (Travel agencies + Corporate accounts).
I am currently supervising one person and reporting to the Sales Manager - South.
Core responsibilities:
•Profitably growing revenue in assigned account portfolio by maintaining high sales activity levels
•Lead pricing strategy for each account in portfolio
•Lead contract renewal efforts - proactively renew and extend contract terms
•Resolve client issues by engaging Customer Resolution team
•Lookup and qualify new business opportunities
•Make sales presentations.
•Negotiation and persuasion with the clients
•Define the product strategy and roadmap w.r.t. market and customer requirements
•Deliver MRDs and PRDs with prioritized features and corresponding justifications
Accomplishments cum Achievements:
•Introduced 7 Business Connect accounts in a month
•3 Corporate deals in consecutive months
•Changed 3 assigned dead accounts profitable in 2 months
Responsible for the product planning and execution throughout the product lifecycle, including: prioritizing market and customer requirements, defining the product vision, and working closely with operations, sales, marketing and support functions to ensure revenue and customer satisfaction are met as per bank's overall strategy and goals. My overall portfolio size is PKR 8 Billion.
Supervised a team of two and reported to the Business Manager - Mortgages & Unsecured Loans.
Core responsibilities:
•Portfolio management of PKR 8 Billion (Total unsecured/personal loans portfolio)
•Define the product strategy and roadmap w.r.t. market and customer requirements
•Deliver MRDs and PRDs with prioritized features and corresponding justifications
•Develop the positioning and branding messages to create awareness while ensuring compliance for branding guidelines
•Set pricing to meet revenue and profitability goals
•Perform product demos for sales/frontline staff and at trade shows and customer sites
•Develop business plans including SWOT analyses, revenue/expense projections, business needs and competitive drivers
•Propose an overall annual budget to and deliver quarterly revenue forecast
•Monitor portfolio performance including the effect of policy changes and behavior of various segments of the portfolio
•Rationalize processes for continuous improvement & to identify automation opportunities for cost and efficiency gains
•Responsible for full compliance with Legal and Regulatory requirements, procedures and controls
•Development of creditor insurance strategy