Job Description

Position Title:
Manager - Alliance Strategy
Job Code:
-
Grade:
D2
Function:
Commercial
Location:
Gurugram
Reports to:
Chief Manager - Alliance Strategy
Role Level:
Manager

• Job Purpose

• To support the development and execution of strategic alliance plans that that enhance Air India's network access, enhance revenues, drive commercial synergy, and expand global reach.
• Under guidance of Head - Alliance Strategy, own the strategy, evaluation, negotiation and management of select strategic alliance partnerships as well as Joint Business Agreement discussions / explorations, ensuring they align with Air India's long-term strategic goals and operational needs.

• Key Accountabilities

Alliance Support

• Assist in designing and executing alliance strategies that align with Air India's broader commercial objectives and market expansion plans.

Partnership Coordination

• Support the identification and negotiation of strategic alliance agreements, and help manage ongoing relationships to support Air India's vision for enhanced connectivity and market presence.

Market Research Assistance

• Aid in conducting periodic market research and competitor analysis to identify trends and opportunities for strategic partnerships.
• Analyze global market trends to review the alliance portfolio, at regular intervals, to ensure comprehensive coverage of Air India's reach and customer offerings.
• Build frameworks, excel models / dashboards to evaluate network complementarities, enhanced itinerary access, effective alliance pricing and sales & distribution support

Regulatory Compliance Assistance

• Help ensure all strategic alliance agreements comply with international aviation regulations and standards.

Performance Tracking

• Assist in developing and maintaining key metrics to evaluate the effectiveness of alliances and identify areas for improvement.
• Actively collaborate with various internal departments to track key performance metrics related to sales visibility (both direct and GDS), connection times, route pricing availability and effectiveness, to enhance partnership flows.

Cross-functional Collaboration

• Work closely with internal stakeholders across network, sales, marketing & distribution, cargo, and revenue management to ensure cohesive strategy development and implementation.
• Lead the interactions with select Partner airlines, across various departments, including Air India Loyalty, Cargo and Corporate Sales to forge multi-faceted partnerships

• Skills Required for the role

Analytical and Research Abilities
Supportive Team Skills
Communication and Interpersonal Skills
Adaptability and Willingness to Learning
Detail-Oriented
Negotiation Skills

• Key Interfaces

Internal Interfaces
Head - Alliance Strategy

• Directly report and own specific partner discussions or strategic projects, under guidance
• Provide regular updates and strategic input on project progress.

Network Planning and Revenue Management

• Support coordination to to align network / route deployment plans and pricing / capacity strategy with Alliance Strategy, to support route viability and maximize profitability

Marketing, E-commerce, and Loyalty

• Collaborate on specific strategic alliance discussions with Air India loyalty and marketing team, as required.

Sales and Distribution

• Drive alignment with corporate sales team for discussions with specific strategic partners, to strengthen corporate sales capabilities

Cargo Division

• Syndicate with cargo team at Air India and partner airlines to evaluate partnerships on cargo and ground handling

Legal

• Ensure legal compliance in contract drafting and negotiations

Corporate Performance Management

• Monitor the performance of Alliances, using data to inform strategic decisions and performance reports.

External Interfaces
Partner Airlines

• Assist in negotiations and relationship management to develop and sustain specific strategic alliances.

Regulatory Authorities

• Help ensure compliance with aviation laws and policies.

• Educational and Experience Requirements

Minimum Education Requirement

• Bachelor's degree in Business Administration, Aviation Management, International Business, or a related field.

Minimum Requirement
Desired
Experience

• 3-5 years of experience in the aviation or consulting industry, with exposure to partnership management, or commercial strategy

• 5+ years of experience in an airline or consulting environment. Practical experience in strategic alliance development or partnership roles within an airline context is beneficial.

Skills Required