Key Account Development Manager – Leisure and Commercial Segments

Job Purpose

At Emirates, our Global Sales team is fundamental in ensuring we put our customers first by maximizing our value proposition as a brand. The team is responsible for managing relationships with our partners, customers, and account holders.

As Key Account Development Manager you will lead Lead the development of commercial propositions and strategic partnerships across Emirates' key commercial segments such as Student Travel, Humanitarian, Sports Travel, Medical Travel, Academic Travel and more, with a focus on specialised travel partners and emerging distribution channels. Manage a team responsible for driving segment growth, strengthening partner relationships, and delivering business development initiatives that enhance Emirates' position within the global travel ecosystem through commercial leadership, innovation, and strategic account management.

You will lead a team focused on identifying market opportunities, creating differentiated value propositions, and expanding Emirates' presence across key distribution channels and specialised travel sectors. Working closely with internal stakeholders and global partners, you will translate market insights into scalable commercial solutions that drive revenue, deepen partner engagement, and support Emirates' long-term strategic objectives.

The role requires a highly commercial, innovative, and forward-thinking leader who can inspire teams through change and successfully navigate an evolving distribution landscape. Combining strategic account management, relationship building, change leadership, and cross-functional collaboration, you will champion new ways of working, foster a culture of creativity and continuous improvement, and cultivate a pipeline of future growth opportunities. You will challenge conventional thinking, anticipate emerging market trends, and help shape the future direction of Emirates' commercial segment strategy, ensuring the airline remains at the forefront of distribution excellence and industry innovation globally.

In this role, you will

• Develop and execute short, medium, and long-term strategies for Emirates' key commercial segments, ensuring alignment with the airline's commercial objectives and growth ambitions.
• Lead the design, development, and implementation of innovative products, propositions, commercial frameworks, and partnership models that deliver sustainable revenue growth and strengthen Emirates' competitive position.
• Manage, inspire, and develop a high-performing team, fostering a culture of innovation, collaboration, accountability, and continuous improvement.
• Identify emerging market trends, changing customer needs, and new distribution opportunities, translating insights into commercially viable solutions that support future business growth.
• Build and maintain strategic relationships with key global partners, specialised travel agents, travel management companies, industry bodies, and other stakeholders to maximise mutual value and commercial performance.
• Position Emirates as a leading partner within targeted commercial segments through thought leadership, innovative commercial solutions, and strong industry engagement.
• Lead the evaluation and development of new market opportunities, business models, and revenue streams, ensuring Emirates remains agile and responsive to changes in the travel ecosystem.
• Drive cross-functional collaboration across Commercial, Revenue Optimisation, Skywards, Digital, Product, Marketing, and regional teams to successfully deliver segment initiatives and partner solutions.
• Champion change management initiatives by guiding teams and stakeholders through evolving commercial priorities, industry developments, and transformational projects.
• Develop multiple strategic pathways and future-focused solutions to address evolving market conditions, ensuring the business remains resilient, adaptable, and positioned for long-term success.
• Establish clear performance measures and governance frameworks to assess segment performance, partner engagement, commercial effectiveness, and return on investment.
• Represent Emirates at industry forums, partner events, and strategic engagements, identifying opportunities to enhance Emirates' profile and influence within key commercial segments.
• Review, analyse and recommend optimum incentive schemes, where appropriate, with an emphasis not only on stimulating and achieving maximum incremental premium class revenue growth, but also on keeping costs within budget.

Qualification

To be considered for this role, you must meet the below requirements:

• Degree or Honours (12+3 or equivalent qualification).
• Minimum 8+ years of experience in Commercial, Sales, or related business functions.

Knowledge/skills:

• In commercial disciplines with emphasis on economics, transportation, sales, marketing, business management and related studies.
• Experience in the airline industry, in a sales or distribution position. Specific experience of the sales environment of the airline industry, including an understanding of the Internet, Direct Sales, key accounts & Marketing and process development.
• Strong people, team management and leadership skills preferably in a multi-cultural environment. Ability to communicate, negotiate and influence effectively. Experience in cross-functional project management and systems implementation would be an asset.
• Systematic and logical approach to problem solving and a capacity to work around problems. Ability to adapt and respond quickly to a fast changing IT environment where the business requirements need to be translated to project charters.

At Emirates Group, we’re committed to providing our employees with opportunities to grow and develop their careers. If you’re looking for a challenging and rewarding opportunity, apply today and join our team!

Salary & benefits

Join us in Dubai and enjoy an attractive tax-free salary and travel benefits that are exclusive to our industry, including discounts on flights and hotels stays around the world. Find out what it’s like to live and work in our fast-paced, cosmopolitan home city in the Dubai Lifestyle section of our website www.emirates.com/careers.