Job Overview
Emirates Group is seeking a skilled and commercially minded Key Account Development Controller – Leisure and Commercial Segments to join its Global Sales team in Dubai, United Arab Emirates. This opportunity is suitable for professionals with experience in commercial sales, key account management, business analysis, airline sales and performance reporting.
The successful candidate will support the development of strategic business partnerships by analysing account performance, preparing commercial reports, identifying revenue growth opportunities and providing data-driven insights for business decisions. The role involves working closely with account managers, sales teams, finance, revenue management, pricing specialists and regional offices to strengthen customer relationships and improve commercial performance.
As part of Emirates’ Global Sales team, you will contribute to account development initiatives across marine, cruise, student travel, leisure and other strategic commercial segments while ensuring contractual commitments and business objectives are met.
Key Responsibilities
1. Key Account Management and Business Development
- Monitor and evaluate the performance of key accounts across leisure, marine, cruise and other commercial segments.
- Support the development and implementation of account strategies to increase revenue, profitability and market share.
- Identify new business opportunities, market trends and potential areas for commercial growth.
- Work closely with account managers and sales teams to improve account performance and strengthen strategic partnerships.
- Coordinate with regional and international sales offices to support global account development initiatives.
2. Commercial Analysis and Performance Reporting
- Analyse sales performance, revenue contribution, profitability and market share against agreed business targets.
- Prepare management reports, performance dashboards, account scorecards and business review presentations.
- Gather, validate and consolidate commercial data from sales, finance, pricing, network planning and other stakeholders.
- Conduct industry, market and competitor analysis to identify emerging trends, commercial risks and growth opportunities.
- Maintain accurate reporting databases and commercial information systems to support effective decision-making.
3. Revenue Growth and Commercial Strategy
- Work with Revenue Optimisation, Pricing and Finance teams to evaluate account performance and commercial returns.
- Analyse incentive programmes and assess their effectiveness against contractual commitments and business objectives.
- Support the preparation of commercial proposals, requests for proposals (RFPs), business cases and account reviews.
- Identify performance gaps and recommend corrective actions to improve revenue generation and account profitability.
- Monitor contractual obligations, incentive agreements and agreed performance targets.
4. Stakeholder Coordination and Partnership Support
- Build effective working relationships with internal departments, external partners and regional sales teams.
- Collect account intelligence and ensure consistency in commercial reporting across different markets.
- Coordinate the distribution of fare updates, commercial policies, programme changes and relevant business information.
- Support joint marketing campaigns, trade events, industry engagements and partner initiatives.
- Measure campaign performance and prepare post-activity reports to evaluate commercial outcomes.
5. Systems Implementation and Process Improvement
- Support the implementation, testing and monitoring of commercial systems and reporting tools.
- Ensure business requirements are accurately communicated during systems implementation and improvement projects.
- Identify opportunities to improve data quality, reporting processes and operational efficiency.
- Assist with cross-functional projects that support account development and commercial performance.
- Prepare clear management presentations that communicate business results, risks and recommendations.
Qualifications and Experience
Candidates interested in the Key Account Development Controller vacancy at Emirates Group in Dubai should meet the following requirements:
- Education: A bachelor’s degree or honours qualification, equivalent to 12+3 years of education.
- Work Experience: At least five years of experience in commercial, sales or related business functions.
- Commercial Knowledge: Understanding of sales, marketing, economics, transportation, business management or related disciplines.
- Airline Industry Experience: Experience in airline sales, distribution or a similar commercial environment is relevant to the position.
- Analytical Skills: Ability to analyse business performance, interpret commercial data and identify opportunities for growth.
- Communication Skills: Strong communication, negotiation and influencing abilities.
- Leadership Skills: Ability to collaborate with diverse teams and stakeholders in a multicultural business environment.
- Project Management: Experience in cross-functional projects and systems implementation is an advantage.
- Adaptability: Ability to respond to changing business requirements and work effectively with evolving commercial and IT systems.
Key Skills Required
Applicants should demonstrate the ability to manage commercial information, prepare accurate reports and support strategic business decisions. Strong organisational skills, attention to detail, stakeholder management and a results-oriented approach are important for success in this role.
Experience in key account development, sales performance analysis, airline distribution, commercial planning and revenue optimisation can be particularly valuable.
Salary and Benefits
Emirates Group offers an attractive, tax-free salary package in Dubai, along with travel-related employee benefits in accordance with company policy.
Potential benefits include:
- Competitive tax-free salary.
- Eligible airline travel benefits and flight discounts.
- Discounts on hotel stays around the world.
- Opportunities for professional development and career advancement.
- The opportunity to work in a diverse, international business environment.
The exact salary and applicable benefits should be confirmed through the official Emirates Group Careers vacancy listing.
Job Title: Key Account Development Controller – Leisure and Commercial Segments
Company: Emirates Group
Job Location: Dubai, United Arab Emirates
Department: Global Sales
Job Category: Sales, Commercial Strategy and Account Development