Synopsis
Lead the implementation of sales plans and programs across a widespread area of responsibility or cluster of countries, to ensure consistent growth and achievement of overall Etihad sales and cluster revenue targets. Manages a team of country managers and sales managers.
Accountabilities
- Participate in defining sales strategy and objectives to ensure alignment with overall Etihads objectives and external trends.
- Develop and monitor sales plans to ensure sales strategy is properly implemented across the markets and expected results are reached.
- Define area sales targets and possible channels to be used to ensure consistent contribution to overall Etihads results.
- Manage and coordinate intermediary activities to ensure achievement of agreed targets and respect of terms and conditions.
- Manage the overall direction and coordination of the team to achieve agreed sales targets.
- Develop and implement sales and marketing initiatives to ensure key revenue targets are met
- Develop and maintain excellent relationships with third parties (e.g. travel agencies, corporate customers, governmental authorities) to ensure effective brand positioning among strategic clients
- Develop, manage and stipulate a portfolio of contracts by counselling district sales representatives to ensure that Etihad market positioning is improved and compliant with overall commercial strategy
- Liaise with local governmental authorities to ensure compliance with all local regulations and policies
- Engage with Etihads partners to conduct joint negotiations with clients or intermediaries to optimize company visibility and to exploit new commercial channels and possibilities
- Develop, implement and manage the local sales channel strategy according to Etihad guidelines in order to ensure the maximization of company reach and revenues possibilities
- Monitor sales KPIs and dashboards to identify areas of improvement, new initiatives and propose corrective actions
- Lead the top-to-top meeting with key customers to ensure building of strong relationships in alignment with Companys long term direction
- Develop, implement and manage sales channels selection guidelines to ensure best channels are selected to ensure optimization of commercial investments
- Guide, coach and provide internal / external feedback to the managerial team to develop leadership and professional skills and to ensure increase of revenues
- Cascade, implement and review sales incentives schemes and pay-out for the assigned area of responsibility to ensure timely and proper recognition of sales targets
Education & Experience
- Bachelor's degree or minimum 7 years experience in relevant field.