Job Description

JOB PURPOSEContinuously develop strategies and sales initiatives to ensure EK leadership position that we are ahead of the competition. Identify and target potential incremental business; improve revenue quality and increase market share across all business segments (within the given region) and identify threats. Ensure corrective measures are taken in a timely manner. Key focus will be on high quality account management and business development.Managing a commercial sales team that is accountable across channels but not limited B2B and B2C Channels and may/may not include TMC, BTA, corporate, high-yield special segments, leisure and special markets to ensure achievement of the revenue sales targets in accordance with company commercial and marketing objectives.JOB ACCOUNTABILITIES1.Work closely with Head of the Country/Region and key HO stakeholders including Revenue Optimisation, Global Sales and CCMB to help to shape and implement sales strategies and products across all channels with the goal to achieve defined sales targets2.Lead and coach Sales/Account Management team to deliver high quality performance in their assigned functions and account responsibilities in order to achieve overall sales and account specific targets. Set measurable KPIs, prepare appraisals and monitor staff development and or training needs so that they are highly effective in their roles. Maintain effective control procedures to ensure standards are maintained whilst seeking to identify new strategies to motivate staff.3. Monitor and anticipate competitor activities by through regular monitoring of market trends and initiate sales strategies in a timely manner to maintain EK\xe2\x80\x99s strong market position. Working closely with the Sales Steering and Business Analysis colleagues, using the various management information systems to help determine appropriate action, maximize the opportunities and reverse adverse trends. Similarly; monitor positive trends with a view to proactively increasing yield opportunities. Make recommendations which require commercial policy changes e.g. alterations to agency commission levels and incentive structures. Provide the Country Head and/or Head of Sales with frequent, high quality sales data and performance reports.4. Be familiar with new technologies, New Distribution Capabilities, Digital Commerce, Omnichannel, Artificial Intellgence etc. and ensure that EK is well established and positioned in the market.5.Ensure all agency and corporate contracts are properly targeted; are constructed and approved in compliance with EK and market legal guidelines. Prepare and dispatch the documentation in a timely manner and ensure the contracts are signed by all parties, documented within salesforce and that the local sales team, EGHQ Revenue Accounts and Pricing Departments are informed.6.Working with the Sales Team/Account Managers to define annual key account marketing plans and administer the allocated funds; ensuring adequate and appropriate disposition of the funds in accordance with revenue returns and cost of sale guidelines; targeting incremental and potential premium traffic.Balance volume and yield strategies based on EK operational and market requirements.7.Regular review of country/regional sales performance and account specific performance, highlight opportunities and shortfalls and monitor compliance to set budgets. Ensure that corrective actions are designed and implemented, recorded and that tracking structure of all the deals is accurate.8.Build strong relationship with EKs key partners and/or partner airlines and develop a commercial co-operation model to capitalize on joint revenue opportunities within the given legal framework. Build and maintain goodwill and highly productive professional relationships with the national travel industry leaders assuming direct account responsibility with certain high value accounts.9.Manage the partnerships with strategically important partners (e.g. DTCM), business associations, chambers of commerce, diplomatic contacts etc. Attend high value industry functions on a regular basis to establish contacts; network and promote the interests of EK. Representation and hosting at EK sponsored events is also expected at times outside of office hours..10. Take a leading role in channel/segment steering in order to improve the EK revenue quality for point of sale (Country/Region) and define appropriate activities and resource allocation, while focusing on COS and ROI. Share the information about national or global/ inbound opportunities. Together with Country/Region Commercial Leadership team and HO stakeholders develop and implement plans for positioning DXB as a destination and transit/ stopover of choiceQualificationsUniversity degree in economics or business administration, MBA preferred. Must have a good track-record in the commercial field including strategic planning and leadership.ExperienceA minimum of 10 years of experience in the commercial aviation/travel management industry. Proven experience in managing a multi-disciplinary team in an international environment, leadership experience and strategic planning & execution.Ability to execute strategies with \xe2\x80\x9cout of the box\xe2\x80\x9d thinking and agile manner is required coupled with a strong commercial acumen and excellent leadership skills.Knowledge/SkillsGood understanding of the current & future distribution process in the travel spaceBe commercially astute with an exceptional flair for forging strong commercial relationships.Ability to persuade and negotiate at all levelsStrong commercial, financial and analytical acumenExcellent presentation skillsHigh level of self-motivation and willingness to achieve results in a highly competitive and dynamic environmentJob Location - MumbaiMust have the right to live and work in India Join our growing team and enjoy a competitive remuneration package, discounts on flights and hotel stays. Find out more about working with us in our website www.emirates.com/careers

Emirates