Corporate Sales Manager

Job description / Role

Corporate Sales Manager - Qatar Airways - Jeddah

This is a challenging and highly rewarding opportunity to drive the sales revenue for key corporate clients for Qatar Airways across the competitive KSA market. You will be responsible for driving the acquisition of new Corporate and TMC Accounts, whilst maintaining the profitability of existing ones. You will also lead and coach a team of sales staff in order to achieve the overall objectives of the sales function.

Operational:
* Structures and implements a Business and Marketing plan to optimise QR revenue and presence in the market.
* Identifies the key targeted accounts to be acquired and accounts where to increase QR share.
* Develops and maintains long term strategic relationships with Qatar Airways key corporate clients, Government offices and semi-government offices.
* Reviews corporate data with the team to drive revenue and seek out tactical revenue opportunities.
* Manages and coordinates projects and initiatives on behalf of corporate sales.
* Delivers increased revenue through both new account gains and development of existing business
* Responsible for relationships with major corporate customers.
* Ensures Sales teams have monthly Sales data to analyse to seek out incremental revenue opportunities and recommend incentives and/or corporate deals into the market place.
* Coordinates and oversee advertising and promotional campaigns for the area within set budgets. Ensure QR has optimal present in sales campaigns and public events, gathering market intelligence and sales leads for distribution to relevant departments and stations.
* Manages and optimises direct sales channels including IBE, CTO, ATO and Contact Centre from both a cost and revenue perspective.
* Identifies and develops interline opportunities in both on-line & off-line markets.
* Develops various distribution channels available in the market place with best ROI (cost/revenue ratio).
* Contributes to formulation of corporate strategy to maximise short and long term revenue opportunities, reduce cost of deal and generate channel shift where appropriate.
* Responsible to work with all 8+ stations management to lead the sales teams focusing on the key local accounts as well as servicing and supporting the Station corporates.
* Maximizes value from marketing spend.
* Enforces and maintains sales professionalism standards.
* Lead product innovation and development to strengthen teams experience and abilities
* Develops solutions to significantly enhance corporate sales performance
* Be a Customer Champion, through sales activity and influence of Customer Service to deliver best customer experience. Maximise sales opportunities through value added [hotels/ car hire], partners.
* Monitoring and feeding back competitor pricing and promotional activity.
* Responsible for the implementation of marketing plan within area of responsibility.
* Manages trade activities other expenditure budgets to ensure maximum value (together with marketing executive).
* Supports the product development, identification of new business opportunities and the development of marketing strategies.

Management & Leadership:
* Establish the department or teams objectives and priorities to align with and support business objectives.
* Regularly evaluate the department or teams objectives, plans, procedures and practices, and makes appropriate changes if needed.
* Oversee and supervise employees. Direct daily activities, train, develop and discipline to ensure a high standard of service delivery.
* Supports the Management in recruitment, training, coaching, and development with performance measurement and management against clear revenue targets.

Development:
* Takes responsibility for own on-going personal development and growth of expertise.
* Train and develop other employees, specifically the corporate account sales executives in each station for account management, succession planning and risk management.
* Assist in the response to any emergency or a major operational disruption affecting Qatar Airways or its subsidiaries, including support of the Qatar Airways Special Assistance Program.
* Perform other department duties related to his/her position as directed by the Head of the Department.

Requirements

To be successful in this role, you will be degree qualified with a minimum of five years sales experience within the travel industry and/or airline marketing. At least three of these years should be within a sales-focused role. You will need to demonstrate solid exposure to global account management processes and must have prior experience working with the corporate segement of the airline market, which includes both TMCs and Corporate Accounts.

Key to your success is an ability to work within a multicultural setting to build commercial relationships to maintain existing business whilst also increasing market share. Sound leadership, people management and coaching skills along with a systematic and logical approach to problem solving are also required.

About the Company

Qatar Airways is proud to be one of the youngest global airlines to serve all six continents, and thanks to our customers’ response to our offerings, we are also the world’s fastest-growing airline. We connect more than 150 destinations on the map every day, with a fleet of the latest-generation aircraft, and an unrivalled level of service from our home and hub, the Five-star airport, Hamad International Airport in Doha, the State of Qatar.

Travel today involves a mix of short, medium and long-haul segments, with more people travelling than ever before. With the breadth of network coverage today, virtually no destination is unreachable. This is why the commitment to service is paramount; as our guests are travelling farther and more frequently than ever before, the experience on board is an important part of the journey itself.

Since our launch in 1997, Qatar Airways has earned many awards and accolades, becoming one of an elite group of airlines worldwide to have earned a 5-star rating by Skytrax. Voted Airline of the Year by Skytrax in 2011, 2012, 2015 and most recently in 2017, Qatar Airways has won the confidence of the travelling public. We have accomplished these goals by focusing on the details – how we run the business, and how you experience our airline.