Job Description
AirPlus is a leading provider of solutions for managing payment for business travel and is seeking for a senior and experienced Strategic Account Manager. The dynamic team which is responsible for the largest customer portfolio of AirPlus. As a Strategic Account Manager, you will be responsible for developing and maintaining long-term relationships with key clients to achieve business objectives.
1. Revenue Growth & Profitability
- Drive top-line revenue growth through strategic account development and value-based selling. Monitor account-level P&L to ensure profitability targets are met or exceeded
- Negotiate contract renewals, pricing models, and margin improvements in line with business objectives
2. Upselling & Cross-Selling Strategy
- Identify opportunities to expand product or service adoption within existing accounts
- Design and implement structured upselling and cross-selling initiatives based on account maturity and need. Negotiate commercial terms to balance customer value with business profitability
3. Stakeholder Mapping & Influence
- Build influence across multiple levels of the client's organization—procurement, operations, C-suite, etc.
- Develop executive-level engagement strategies to position your organization as a strategic partner, not just a vendor
4. Competitive Positioning & Value Proposition
- Position pricing and product strategy in response to competitor moves and market trends
5. Renewal Strategy & Retention
- Deliver Quarterly Business Reviews (QBRs) to demonstrate ongoing value and secure long-term commitment
- Bachelor's degree - Sales, Marketing, Finance, Travel or a related field
- 5+ years of experience in account management, strategic sales, or client relationship roles
- Proven track record of meeting or exceeding sales targets, revenue growth, and account profitability
- Experience managing enterprise or high-value accounts with complex stakeholder environments
- Demonstrated ability to upsell, cross-sell, and expand within existing client accounts
- Proficiency in contract negotiation, pricing strategies, and commercial deal structuring
- Experience in building and executing strategic account plans aligned to customer and business goals
- Ability to build long-term, trust-based relationships with senior stakeholders
- Excellent communication, interpersonal, and presentation skills
- Strong listening skills with the ability to identify customer pain points and tailor solutions
- Experience delivering high-impact QBRs, executive briefings, and strategic reviews
- Familiarity with procurement and vendor management processes on the client side
- Native German (spoken and written) / Business English (spoken and written)
Classification in the AirPlus organizational model (Cube): This role is classified in the basic profile Strategic Account Manager (Farmer) (Job family: Sales/ Orientation: Consulting/ Impact Level: Signifikant).
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- canteen
- health benefits
- pension funds
- shower
- snacks & drinks
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