Senior Account Manager (Flight B2B)

Deskripsi Pekerjaan

Responsibilities

Account Management & Scaling (70%)

• Own revenue, GBV, and margin targets for the live TPN flight partner portfolio; run the account plan, forecast, and quarterly business reviews for each strategic partner.
• Grow production within existing accounts — increase share of wallet, expand route and market coverage, improve look-to-book and conversion, and reduce look-to-book waste and booking failures.
• Diagnose partner performance with data: funnel and conversion analysis, pricing competitiveness versus the partner's other suppliers, content and ancillary attach, cancellation and refund behavior.
• Serve as the escalation and relationship owner for named partners, coordinating operational, technical, and settlement issues to resolution.
• Drive commercial hygiene: contract renewals, credit and payment terms, incentive and rebate structures, and disciplined margin management with Pricing and Finance.

Business Development (30%)

• Build and qualify a pipeline of new flight API demand partners across priority markets; lead pitch, commercial negotiation, and contracting through to first booking.
• Position TPN's flight API value proposition — content breadth, pricing, ancillaries, servicing, and reliability — against competing aggregators and consolidators.
• Own partner onboarding and integration in partnership with Product and Engineering, and ramp new accounts to target production

Team & Cross-Functional Leadership

• Lead, coach, and develop a team of account managers; set targets, cadence, and performance standards.
• Translate partner demand into a prioritised product and API roadmap input; represent the sell side in supply, pricing, and platform decisions.

Requirement

• You have 8–12 years of experience in travel commercial roles, with a strong track record of growing and retaining large B2B accounts (quota or P&L ownership).
• You manage senior partner stakeholders and negotiate commercial agreements independently.
• You bring people management experience, or clear readiness to step into a first leadership role.
• You work directly with data to find and defend growth opportunities, backed by strong commercial acumen
• You have experience with API supply and B2B flight distribution — GDS, NDC, consolidators, aggregators, or OTA/TMC integrations.
• You have exposure to airfare pricing, yield, or margin management.
• You bring hands-on analytics capability (SQL, BI tools) and experience running funnel or conversion diagnostics.
• You are familiar with Southeast Asian e-commerce and super-app partnership models.