Job Title
Manager, Deal Management APAC
Deal Management mission is maximizing the value of each customer deal, fostering upsell and cross-sell, ensuring right time to market through efficient deal processes, sharing best practices and implement acceleration plans.
As Deal Management - Regional Accounts, you will be responsible for the timely development and completion of commercial deals as well as responses to RFP, RFQ or RFI. This role will support the region focusing on:
• Builds workflows to support commercial/deal desk processes.
• Supports in commercial strategy & tactics and applies different commercial mechanisms to ensure profitability in deals making.
• Captures relevant commercial competitive intelligence.
• Approves/rejects requests outside of commercial & pricing policies and validates contracts.
Lead deal support for complex negotiation for Key Accounts:
- Prepare negotiation with Sales / Account Managers
- Actively support Sales / Account Managers in negotiating with key customers. Be able to handle demanding customers in challenging negotiations.
- Manage business case and strategy internal escalation processes and outcomes.
- Manage and ensure the efficiency of the Regional Del Desk by supporting the Sales / Account Managers in shaping a consistent deal and by providing visibility to the top Management.
- Ensure the correct execution of the defined commercial strategy through the deal-making process. Ensure alignment between the regional organization and the different business lines to achieve a well-balanced proposal (between the business line and the Regional organization's interests).
- Ensure profitability and sustainability of deals in the long term while minimizing the risk, in close collaboration with relevant stakeholders (Finance, Business Planning & Performance, Legal, RM&C, etc.). Recommends solutions/best practices and influences the strategy of the department.
- Ensure sales team are operating within deal guidelines partnering with cross function teams to ensure compliance with policies.
Commercial Governance and Pricing:
- Provide input to the Growth Strategy team on commercial policies for your area.
- Be involved in business lines' strategy definitions and Airline Distribution negotiations representing regional feedback during the definition phase to ensure that policies/standard prices are well balanced between business line and market reality. Value is achieved thanks to specialized depth and breadth of expertise in Regional Accounts and Regions reality.
- Cascade commercial governance at cluster level.
- Implement Commercial Policy
- Participate in pricing definition for your area.
- Design support and implement Sales methodology & tools.
- Collaborate with cross-functional Team.
- Manage the governance process for pricing approvals and exception process, working with key stakeholders to ensure that compelling and accurate business cases are submitted for approval.
- Translates and roll-out the commercial policies from the H.Q. into a concrete action plan for the area, setting and monitoring targets for the team.
- Support preparation of periodic reporting & metrics on deal desks activities including quoting trends, turnaround times and incentive effectiveness
- Work with Sales Team & Legal Team to ensure timely contract execution.
- Take ownership and program manage issue resolution across all back-office teams.
Commercial Strategy & RevOps Interface:
- Actively contribute to strategy definition for Regional Accounts in assigned cluster.
- Participate in cluster Strategy definition and execution. Has broad understanding of the environment and uses it to improve efficiency, recommends solutions/best practices, and influences the Strategy of the department.
- Contribute to process improvement initiatives aiming for efficiencies in the management of the entire revenue funnel.
- Participate in cluster annual business plan development.
- Provide input when necessary for other RevOps process like Performance Management and Revenue Planning
- Liaise with Commercial Optimization and Tech for issues on the end2end commercial flow across all back-office teams.
Diversity & Inclusion
Amadeus aspires to be a leader in Diversity, Equity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.
Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.
What We Do
Travel powers progress. Amadeus powers travel. Amadeus’ solutions connect travelers to the journeys they want, linking them via travel agents, search engines and tour operators to airlines, airports, hotels, cars and railways.
Technology has always been critical to developing global travel, increasing scale, choice and access. We have developed our technology in partnership with the travel industry for 30 years.
We combine a deep understanding of how people travel with the ability to design and deliver the most complex, trusted, and critical systems our customers need.
