Business & SME Executive

Job content

Mission

Within the integrated Brussels Airlines and Lufthansa Group environment the New Business & SME Executive, based in Belgium, identifies and contacts new potential clients with the aim to convert them into contracted accounts for the Lufthansa Group. She/he processes pre-qualified sales leads and registers new accounts in the different loyalty SME programs offered. The New Business & SME Executive fosters loyalty of customers in the SME segment and identifies the revenue potential. She/he champions new business opportunities in the Global Market organization. She/he is part of the Execute Sales process acting as key interface to the customer.

Key Result Areas

• Handle the sales lead pipeline and reply to incoming call appointments, if applicable. Prioritize sales leads from collated pre-qualified lists of potential call targets. Analyze corporate/agent databases to identify potential call targets


• Prepare sales calls before contacting a sales lead according to available call scripts and other templates. Conduct a ‘welcome call’ for new contracted customers


• Continuous exploration of new business opportunities and proactive market research including cross-selling initiatives e.g. specific actions to stimulate leisure or groups business etc…

• Monthly evaluation of portfolio performance in close cooperation with Account Steering Expert. Identifying new revenue potential in existing portfolio and act as a sales entrepreneur by evaluating and implementing new sales products and programs in order to stimulate further revenue growth


• Follow up on open sales leads and inactive corporate accounts in portfolio in order to activate and engage the customer


• Monitor and analyze account activity and customer behavior and performance in close cooperation with Account Steering Expert based on performance data analysis and new business projection monitoring

• Log and document outcome of sales calls in provided templates in LH Group CRM sales tools and prepare for follow-up. Process converted sales leads in the LH Group CRM tool and review/close ongoing sales leads


• Prepare dedicated communication/mailings to the PPB community

• Market intelligence and competition benchmarking with regard to corporate SME contracts, loyalty and reward products and programs.

• Participation to customer events linked to the SME segment


• Participation to presentations, webinars focused on the Lufthansa Group SME offer

• In case of seasonal need for increased resources he/she will provide backup support for fulfilment tasks related to allotment and group bookings

Profile

• Bachelor degree;


• Working experience in Account Management or equivalent sales functions with direct customer contact is desirable;


• Experience in the airline industry, used to work with Amadeus and ticketing knowledge is an important advantage;


• Languages: Dutch, French and English, both spoken and written; German is an asset;


• MS Office standard suit (Teams, Outlook, Word, Excel, PowerPoint);


• Amadeus experience is desirable, other GDS experience is a plus.


• Used to work with centralized shared policies & procedures ( SN/LHG SharePoint )


• Manage complexity as you represent the entire Lufthansa Group including the Joint Venture Partners


• Commercial mindset;


• Business sense;


• Problem solving and open-minded approach;


• Independent and proactive approach - ability to take decisions;


• Open for new duties deriving from the natural development of an international Airline Group;


• Attention to quality and detail;


• Assertiveness and professionalism;


• Service/customer orientation while ensuring upsell and increased revenues;


• Innovative and open to change;


• Flexibility;


• Team player


• Structured / systematic approach;


• Must possess permit to work in the country assigned;


• Willingness to travel on occasional basis;


• Must possess a valid driver’s license;


• Hybrid working (partly office/partly home office).