Global Account Manager

Purpose for the role: The Global Account Manager (GAM), Travel Management Company (TMC) is responsible for leading Etihad’s commercial strategy, account development and growth across our global travel management partners. This role will manage and develop a defined global portfolio of TMC partners , acting as a point of contact on accountability for commercial performance, contracting, strategic engagement and growth. The role requires deep understanding of the operational and commercial nuances of the TMC segment, including high level of negotiating skill, strong analytical background, will have worked with TMC on marketing and able drive business growth, will work cross-functionally with Pricing, Revenue Management, Marketing, Distribution, and Network to unlock revenue, grow share, and ensure competitive positioning in this high-potential vertical. Accountabilities Own the global commercial relationship with TMC partners, serving as one of the central points of contact for all strategic and operational engagement. Drive revenue growth, develop and execute a global TMC sales strategy, focus on strategic partnerships and seeking new opportunities that are aligned to Etihad’s revenue goals, network priorities, and key embarkation markets. Lead the contracting and negotiation process, including fare programs, override structures, incentive setups, to ensure Etihad’s number one position. Collaborate with Sales Products and Programs, Sales Steering, and Revenue Management colleagues to ensure the global TMC segment is competitive, flexible, and aligned to revenue targets while protecting our share. Identify tactical sales opportunities, including working with the regions across the network to ensure our position as a strategic partner with the global TMCs. Monitor and track performance at a global and regional level, leveraging Salesforce, and custom internal databases and dashboards to identify growth opportunities, underperformance, or account risk. Facilitate global commercial alignment, ensuring regional sales teams and GSA partners are coordinated and supported in their management of global TMCs Lead QBRs and performance reviews with TMCs, presenting actionable insights and securing buy-in for future growth strategies. Act as the internal subject matter expert for the global TMC segments, advising network planning, route development, and new station setup teams on market dynamics and sales opportunity. Represent Etihad at key trade events, conferences, and industry summits relevant to the TMC sectors.

Education & Experience Bachelor’s degree in Business, Aviation, Tourism or related fields required; Master’s preferred 7-10 years’ experience in B2B sales or account management, preferably in aviation, marine travel, or global mobility Strong understanding of the TMC / corporate travel ecosystem, seasonality, negotiation and contracting models Demonstrated success in managing strategic accounts across multiple markets and functions Skilled negotiator with strong commercial analytical acumen and marketing experience Excellent presentation and stakeholder management skills CRM fluency (Salesforce preferred), with strong Excel and analytical skills Willingness to travel internationally as required

Own the global commercial relationship with TMC partners, serving as one of the central points of contact for all strategic and operational engagement. Drive revenue growth, develop and execute a global TMC sales strategy, focus on strategic partnerships and seeking new opportunities that are aligned to Etihad’s revenue goals, network priorities, and key embarkation markets. Lead the contracting and negotiation process, including fare programs, override structures, incentive setups, to ensure Etihad’s number one position. Collaborate with Sales Products and Programs, Sales Steering, and Revenue Management colleagues to ensure the global TMC segment is competitive, flexible, and aligned to revenue targets while protecting our share. Identify tactical sales opportunities, including working with the regions across the network to ensure our position as a strategic partner with the global TMCs. Monitor and track performance at a global and regional level, leveraging Salesforce, and custom internal databases and dashboards to identify growth opportunities, underperformance, or account risk. Facilitate global commercial alignment, ensuring regional sales teams and GSA partners are coordinated and supported in their management of global TMCs. Lead QBRs and performance reviews with TMCs, presenting actionable insights and securing buy-in for future growth strategies. Act as the internal subject matter expert for the global TMC segments, advising network planning, route development, and new station setup teams on market dynamics and sales opportunity. Represent Etihad at key trade events, conferences, and industry summits relevant to the TMC sectors.