Account Representative, QBR Sales & Product Services

The Account Representative role within Qantas primarily focuses on identifying, maintaining, and growing strategic customer revenue. You'll champion Qantas' product offerings while executing sales strategies through the telesales channel and engaging with Qantas business accounts. Additionally, utilizing your analytical skills, you will work closely with internal stakeholders to review customer data trends to uncover opportunities for revenue expansion.

To excel as an Account Representative at Qantas, candidates should ideally have experience in the airline or travel industry. Proficiency in customer relationship management, particularly in complex sales environments, is crucial. Familiarity with booking information systems like Amadeus and CRM tools such as Salesforce will be beneficial. Furthermore, strong communication, organizational, and analytical skills will set you apart in this role.

At Qantas, career development is a priority. As an Account Representative, you'll receive on-the-job training and coaching from day one, alongside access to formal training opportunities. Qantas has a strong track record of facilitating diverse career paths for its employees, allowing you to explore various directions within the organization as your skills and aspirations grow.

Working as an Account Representative at Qantas comes with a host of exciting benefits. You can enjoy heavily discounted air travel across Australia and internationally for you and your loved ones. Additional perks include flexible leave options, a comprehensive rewards program offering discounts on various services, as well as resources to support your health and well-being, ensuring that you maintain a balanced lifestyle.

While prior sales experience can be advantageous, Qantas values individuals who can demonstrate a strong understanding of customer account management and relationship building. The capacity to effectively communicate, negotiate, and analyze customer data is critical. If you have the right mindset and are eager to learn, Qantas is committed to providing the necessary training and support for you to thrive in this role.

When answering this question, focus on specific examples that demonstrate how you've built and maintained relationships. Highlight your ability to listen to customer needs, address their concerns, and how your efforts led to successful outcomes. Be sure to mention any CRM systems you’ve used to enhance relationship management.

In your response, cite specific strategies such as consultative selling, building rapport, or offering tailored solutions to meet customer needs. Support your answer with quantifiable outcomes that resulted from implementing these strategies, which will showcase your capabilities as a sales professional.

Discuss the resources you follow, such as industry publications, networking groups, or seminars. Emphasize the importance of continuous learning and how staying informed helps you better serve customers, making you a valuable asset to Qantas as an Account Representative.

Explain your approach to addressing customer dissatisfaction with empathy. Outline the steps you would take, such as listening actively, validating their concerns, and providing a resolution. Highlighting real-life examples can illustrate your skills in customer service.

Mention any CRM systems you've used, like Salesforce or similar programs, and your proficiency in data analysis tools like Excel. Describe how these tools have helped you manage accounts and drive sales, reinforcing your qualifications for the Account Representative position at Qantas.

Provide a specific example where you identified an opportunity to upsell, the approach you took, and the outcome. Think of metrics or results that demonstrate how your sales technique led to increased revenue for the company.

Articulate qualities such as strong communication skills, adaptability, problem-solving abilities, and emotional intelligence. Share why these traits are vital for building successful relationships and achieving sales targets in the airline industry.

Discuss your method for prioritizing tasks, such as using customer data to identify high-value accounts or following up on hot leads. Emphasizing time management and organizational skills will demonstrate your effectiveness as an Account Representative.

Share a story about a specific sales target, the challenges you faced, and the tactics you used to achieve that target. Include data or outcomes that highlight your persistence and strategic thinking.

Express genuine enthusiasm for Qantas' values, culture, and opportunities for career advancement. Highlight aspects of the company that resonate with you personally and professionally, reinforcing your commitment to contributing positively to the team.