Airline - Country Sales Manager

Job description / Role

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.

Key Result Areas:

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 contracting
- Ensure and verifies account plan formulation by the account managers with the aim to establish long term win-win partnerships

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

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

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

Requirements

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

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

About the Company

BAC Middle East - the longest established professional recruitment consultancy in the UAE. Established in 1979, we have been at the forefront of the region's recruitment industry for 40 years and were the first firm of our type in the world to achieve ISO9001 certification: a reflection of our constant emphasis on quality and customer satisfaction.

With our well-developed infrastructure and staff strength, we are able to assist you with recruitment needs ranging from junior professionals through to middle and senior management, whatever your industry sector.

BAC's proven regional experience and resources can help ensure that you recruit the best available candidates and enjoy the many advantages of a managed recruitment process.