Manager, Corporate Sales

ACCOUNTABILITIES

Responsible for developing, growing and managing AirBorneo's portfolio of private-sector Corporate accounts — including multinational corporations (MNCs), large-cap Malaysian corporates, regional ASEAN corporates and small-and-medium enterprise (SME) accounts — on the JET network covering 

domestic trunk and short-haul international routes operated by AirBorneo's jet fleet. The role is accountable for delivering the jet-network revenue contribution from the private-sector corporate segment, securing and renewing corporate travel agreements, and growing AirBorneo's share of high value, high-frequency business travellers.

This role does NOT cover Government, statutory body, GLC or GLIC accounts (which are owned by the Manager, Government Sales), nor does it cover any matter relating to the RAS / PSO turbo-prop fleet, ATR-route community travel, or State-Government RAS subsidies (which are owned by the Senior Manager, RAS & PSO Sales). Where a corporate customer also consumes ATR services (e.g., a Sabahor Sarawak-based corporate with rural operations), this role manages only the jet-leg of the relationship and coordinates with the RAS & PSO Sales team to present a single, joined-up AirBorneo commercial face to the customer. 

MINIMUM QUALIFICATION

1. Diploma in Business Administration, Marketing, Aviation Management, Economics or a related discipline.
2. Minimum 5 years of experience in airline corporate sales, B2B account management, hospitality corporate sales or business development in a sector with a comparable corporate-procurement profile, of which at least 2 years in a managerial capacity. 
3. Proven track record of acquiring, managing and growing private-sector corporate accounts and delivering against revenue-share targets.
4. Strong commercial and financial acumen, with the ability to construct and explain corporate-fare value propositions, total-cost-of-ownership analysis and rebate-vs.-discount trade-offs to corporate buyers. 
5. Experience in designing and operationalising corporate-fare contracts, soft-block fare programmes, corporate self-booking tool deployments and account-specific waiver-and-favour packages.
6. Working knowledge of GDS platforms (Amadeus / Sabre / Travelport) and the major corporate self-booking tools (Concur, KDS, Egencia, Cytric Travel, etc.) and their account-set-up requirements.
7. Working knowledge of IATA fare construction rules, BSP procedures and corporate fare-product configuration.
8. Strong negotiation, presentation and relationship-management skills, with the ability to engage credibly at Travel Manager, Head of HR, CFO and procurement-leader level. 
9. Proficiency in English and Bahasa Malaysia; Mandarin is an added advantage.

RESPONSIBILITIES

1. Develop and execute a strategic Corporate account plan dedicated to AirBorneo's jet network, segmented by industry (oil & gas, palm oil, financial services, consumer goods, technology/IT, manufacturing, professional services), account size (MNC, large-cap, mid-market, SME), and route relevance.
2. Negotiate, execute and manage Corporate travel agreements covering jet routes — including Corporate Master Agreements, preferential fare schedules, soft-block/hard-block fare programmes, rebate structures and waiver-and-favour clauses — within Revenue Managementapproved pricing guidelines.
3. Maintain a CRM-managed pipeline of active and prospect Corporate accounts; produce monthly and quarterly account-revenue performance reports for the Senior Manager, Commercial Sales.
4. Conduct quarterly business reviews with key Corporate accounts to assess travel volumes share-of-wallet on each route pair, traveller satisfaction and growth opportunities.
5. Coordinate with the Manager, Government Sales to maintain clear demarcation between Government/GLC accounts and private-sector Corporate accounts, and to handle ambiguous accounts (e.g., GLCs that have been privatised, joint-venture entities) by mutual agreement under the Senior Manager, Commercial Sales. 
6. Coordinate with the Senior Manager, RAS & PSO Sales (and the Manager, Marketing & Brand Lead under that office) on Corporate accounts that consume both jet and ATR products, ensuring a single, joined-up commercial interface to the customer while preserving clear demarcation of revenue accountability between the two sub-departments.
7. Collaborate with the Head, Revenue Management & Pricing on Corporate fare construction for jet sectors, ensuring competitiveness against Malaysia Airlines and other competitors without compromising yield integrity.
8. Work with the Head, Digital Growth & Marketing on Corporate-portal e-booking integration, dedicated Corporate micro-sites, NDC-based direct corporate connectivity, and corporate self-booking tool deployment.
9. Coordinate with the Senior Manager, Reservations & Ticketing on Corporate bookings, group bookings, ticket issuance, refunds and waivers in compliance with the customer's internal travel policy.
10. Represent AirBorneo at Corporate travel industry forums (ACTE, GBTA-equivalent), industryvertical Corporate-procurement events and major travel-buyer conferences (jet-network agenda only).
11. Identify and pursue new Corporate account opportunities, including newly-listed corporates, foreign direct investment (FDI) entrants establishing Malaysian operations, and high-growth SMEs
12. Manage outstanding Corporate credit accounts and liaise with Finance to ensure timely settlement of Corporate billings.
13. Other duties as assigned by the Senior Manager, Commercial Sales.

AUTHORITY

1. Authorised to negotiate and recommend Corporate fare agreements within approved pricing thresholds for the jet network, subject to Revenue Management endorsement and Senior Manager, Commercial Sales approval.
2. Authorised to approve Corporate-account credit facilities for jet-network bookings within delegated financial limits.
3. Authorised to commit AirBorneo to participation in Corporate travel forums and industry events within approved budget parameters and within the jet-network mandate only. 
4. Authorised to approve waiver-and-favour requests on Corporate jet ticketing (refunds, reissue penalties, name changes, no-shows) within published commercial guidelines.
5. NOT authorised to commit AirBorneo on Government / GLC matters (which are the remit of the Manager, Government Sales), or on RAS / PSO / ATR-related matters (which are the remit of the Senior Manager, RAS & PSO Sales) — such matters are to be referred without delay to the appropriate office.

DELEGATION OF DUTIES

In the absence of the Manager, Corporate Sales, the Senior Manager, Commercial Sales shall assume oversight of all Corporate account activities. A designated Senior Executive within the Corporate Sales team may be assigned as acting focal point for day-to-day client communications. Government / GLC matters that arise during the absence shall be routed to the Manager, Government Sales; RAS / PSO turbo-prop matters shall be routed to the Senior Manager, RAS & PSO Sales — both without delay.