Job Description

Position Title:Manager - Sales - ChandigarhJob Code:TBDGrade:TBDFunction:CommercialLocation:ChandigarhReports to:Regional Sales ManagerRole Level:CXO-4

• Job Purpose

• Lead the state-level sales team in meeting revenue targets through strategic sales execution, client relationship management, and targeted business development, ensuring alignment with broader regional goals

• Key Accountabilities

Sales Strategy Execution:

• Implement and adapt comprehensive sales strategies to align with the airline's overall business goals, taking into account state-specific market conditions and consumer trends.
• Identify and target key customer segments and markets within the state to maximize revenue opportunities across various sales channels.

Team Leadership and Development:

• Provide ongoing training and professional development to enhance the sales skills and product knowledge of team members.
• Set achievable sales targets for individual team members and the state team as a whole, monitor performance, and provide regular feedback.

Customer Relationship Management (CRM):

• Develop and maintain strong relationships with key local clients and stakeholders, tailoring services to meet their specific needs.
• Handle customer inquiries and resolve issues promptly to maintain high levels of customer satisfaction within the state.
• Utilize CRM systems to track customer interactions and sales, and analyze data to inform future sales strategies and improve customer service.

Pricing Strategy and Negotiation:

• Implement and adjust pricing strategies to be competitive yet profitable within the state, based on local market feedback and competitor actions.
• Lead negotiations on contracts and terms with local clients and partners to secure beneficial agreements and foster long-term relationships.

Sales Performance Monitoring and Reporting:

• Regularly review and analyze sales data specific to the state, tracking key performance indicators such as revenue growth, conversion rates, and customer retention.
• Generate detailed sales reports and forecasts for the state to assess team performance and identify areas for improvement.

Operational Coordination:

• Collaborate with other departments, such as Marketing, Operations, and Finance, to ensure that sales strategies are integrated with broader company operations and specific to state needs.
• Keep the state sales team well-informed about airline policies, promotions, and updates to effectively communicate these to customers.

Customer Feedback and Market Trends:

• Stay informed about industry trends and customer feedback relevant to the state to stay ahead of market demands and potential challenges.
• Adapt sales strategies and practices based on local customer feedback and emerging market trends to maintain competitiveness.

Compliance and Ethical Selling:

• Ensure all state-level sales activities comply with relevant laws, regulations, and company policies.
• Promote ethical selling practices within the state team to maintain the integrity and reputation of the airline.

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR.

• Skills Required for the role

Strategic team collaboration and executionBusiness AcumenStrategic ThinkingCustomer Relationship ManagementDecisive problem-solving skillsNegotiation Skills

• Key Interfaces

Internal InterfacesS&D Teams

• Provide guidance and leadership to the sales team to ensure they meet individual and team sales targets for B2B and B2C channels
• Work closely with the sales team to identify opportunities, address challenges, and improve overall sales performance

External InterfacesOTAs

• Develop and maintain strong relationships with OTA partners, negotiating contracts, discussing performance, and implementing joint promotional activities

• Educational and Experience Requirements

Minimum Education Requirement

• Bachelor's degree in business administration, Marketing, Sales, or a related field.
• Master's degree in business administration, Marketing, Sales, or a related field.

Minimum RequirementMinimum RequirementExperience

• 4-6 years of experience in sales, sales support, or related roles

• 8+ years of experience in sales, sales support, or related roles

Air India