Global Account Manager - TMC Partners

Etihad Aviation Group
Abu Dhabi
Workplace: OnsiteFull timeFunction: Customer Success & Account ManagementExperience: 7-10 yearsEducation: bachelorsSkills: ["Negotiation","Analytical acumen","Presentation skills","Stakeholder management","Cross-functional collaboration"]

Own Etihad’s global commercial relationship with Travel Management Company (TMC) partners, driving a defined portfolio’s growth through contracting, negotiation, and strategic account development. Lead global TMC sales strategy, monitor performance using Salesforce and dashboards, and run QBRs to secure buy-in for future plans. Act as the TMC subject matter expert across network planning and new station setup, and represent Etihad at key industry trade events.

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Etihad Aviation Group
Etihad Aviation Group
1 day ago

Global Account Manager - TMC Partners

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Last checked: 13 hours agoStatus: Live

Job Summary

Own Etihad’s global commercial relationship with Travel Management Company (TMC) partners, driving a defined portfolio’s growth through contracting, negotiation, and strategic account development. Lead global TMC sales strategy, monitor performance using Salesforce and dashboards, and run QBRs to secure buy-in for future plans. Act as the TMC subject matter expert across network planning and new station setup, and represent Etihad at key industry trade events.
Location: Abu Dhabi
Workplace: Onsite
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Manager level

Key Responsibilities

  • •Own the global commercial relationship with TMC partners as a central point of contact for strategic and operational engagement.
  • •Develop and execute a global TMC sales strategy, driving revenue growth, strategic partnerships, and new aligned opportunities.
  • •Lead contracting and negotiation across fare programs, override structures, and incentive setups to secure Etihad’s number one position.
  • •Monitor and track performance globally and regionally using Salesforce and internal dashboards to identify growth, underperformance, and account risk.
  • •Lead QBRs and performance reviews with TMC partners, presenting actionable insights and securing buy-in for future growth strategies.
Travel: High travel

Key Requirements

  • •Bachelor’s degree in Business, Aviation, Tourism or related fields; 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, and negotiation/contracting models.
  • •Proven success managing strategic accounts across multiple markets and functions.
  • •CRM fluency (Salesforce preferred) with strong Excel and analytical skills; able and willing to travel internationally as required.
Experience:7-10 yearsB2B salesAccount managementAviationMarine travelGlobal mobility
Education:Bachelor's in Business, Aviation, Tourism or related fields
Skills:NegotiationAnalytical acumenPresentation skillsStakeholder managementCross-functional collaboration
Languages:English (UK)
Tech Stack:SalesforceExcelDashboardsCustom internal databases

Company Brief

Etihad Aviation Group
Etihad Aviation Group (Etihad Airways) is the national airline of the UAE, operating passenger and cargo services worldwide from Abu Dhabi and providing aviation-related services across hospitality, maintenance and cargo sectors.
Industry: Airlines
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Government Funded
Headquarters: Abu Dhabi, United Arab Emirates
Founded: 2003
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