Western Educated Airline Country Sales Manager

Preferred Job Type:
Permanent
Job Category:
Executive (Director / C-Level) Jobs, Hospitality & Tourism Jobs, Management Jobs, Sales Jobs
Job Level:
Managerial, Senior Management/Executive
Job Locations:
Dubai
Location:
Dubai
Salary Description:
Competitive Salary Offered
Posted:
13/03/2019
Job Ref:
LOR 1902-15

The Sales Manager is responsible for maximizing sales on The Airline & partner airlines operated flights in terms of revenue and/or market share. He/She leads the sales organization (account managers and account support) with all its sales related activities. His/her main task is to reach the revenue/sales targets for the market he/she is responsible for. Where applicable representing The Airline towards legal authorities.

Organisational Context

Internal:
- Account Managers, Account Support, ATO/CTO
- General Manager, Commercial (DC) team, local Corporate and Trade Manager
- Area management, Commercial Planning, Global Sales

Key Result Areas

1. Define Sales Strategy and Policies
- Define the yearly “Corporate and Trade’ Sales plan and Distribution strategy
- Contribute actively to incentive policy and corporate policy definition
- Ensure local application of guidelines for Distribution, Pricing and AF/KL contracting
- Ensure and verifies account plan formulation by the account managers with the aim to establish long term win-win partnerships

2. Managing sales activities
- Ensure adequate sales processes and usage of sales tools (Salesforce.com, ClickView etc.)
- Monitor and steer sales call planning with the ambition to maximize results and capture new opportunities.
- Steer team to ensure competitiveness and continuously identify new revenue opportunities
- Maintain relationships with most important corporate accounts and travel agencies, in order to support account managers where useful to maximize results.
- Ensure consistency with the company’ commercial policies

3. Setting targets and managing performance
- Determine the yearly sales targets (portfolio targets) for the Account managers and other staff
- Ensure continuous monitoring and analysis of results, including adequate alerts on team/individual performance, market developments and competition.
- Develop- and lead by example- a team culture where sales team members (both indoor and outdoor) constantly hunt for new business opportunities
- Actively monitor and steer the allocated incentive budget to ensure effective and cost-efficient steering

4. Managing and Building the Sales Team
- Ensure optimal training and development
- Coach account managers on the job in all key sales processes
- Deliver (mid) yearly assessment of targets, skills and competencies for members of his/her team
- Responsible for co-creation and follow up of each sales staff member’s Personal Development Plan
- Join the account managers regularly during customers visits in order to support and enhance their skills

Job-Requirements: knowledge, learned disciplines, experience

- Sales knowledge, either by education or experience
- Commercial understanding (Pricing, Distribution, Digital)
- Fluent in English- French is an advantage
- Managerial experience

Job-Requirements: Competencies
- Results and commercial orientation
- Goal Setting
- Providing direction
- Motivating others
- Innovation
- Building and maintaining relationships
- Problem Analysis
- Impact

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