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Senior Commercial Manager – Air Partner (APAC)

  • Profesionales y Técnicos
  • Full time
  • 1 día -
  • Bea

Información del trabajo

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    Remuneración EUR 0-5000 / Mes

Descripción del trabajo

Main Accountabilities

Responsibility for the revenue and yield performance of a defined portfolio of airlines
Initiate, gather data, interpret and make recommendations for business cases in order to deliver sustainable growth in line with the corporate plan
Ensure the maximum utilization of Travelport products within the customers by complementing the core GDS business with a broader value proposition
Secure continued growth through a combination of managing existing airlines and securing additional content from them, as well as securing participation of a start-up and non-participating airlines, including low cost carriers, in the territory.
This will include:

enhancing participation of existing carriers with a target of the highest level of functionality
defining and executing strategies to secure full content, including domestic content, from assigned carriers
identifying carriers that present the greatest threat of disintermediation or surcharging and executing strategies that protect and develop our market position
defining and promoting creative/non-traditional alternative business models to secure the participation of low cost carriers and other non- participant airlines
pursuing e-commerce and order-making opportunities
Prepare regular pipeline reports and analyses of new business achievements, opportunities and planned activities
Maintain up-to-date records of contacts and activities in the sales management system
For at least the top 10 airlines:
develop and maintain a detailed understanding of their structure, strategic direction and distribution requirements
develop business and sales plans and carry out formal quarterly reviews
maintain a highly visible presence with senior management
Understand and explain the value of existing functionality; communicate new product and pricing initiatives
Understand current pricing methodology and its impact on yield and be able to communicate it
Understand and be able to explain the terms and implications of Travelport Airline agreements
Monitor and report on industry developments and competitor activity in the territory to identify further commercial opportunities
Maintain understanding of governmental and regulatory issues that can impact our business in the territory
Maintain an appreciation of the market requirements and challenges faced by the SMO’s and NDC and take this into account in negotiations with the airlines
Keep the SMO / NDC fully appraised of airline activities and current negotiations and their potential impact on the market
In conjunction with the SMO / NDC organize local airline seminars
Represent the company at industry conferences and speaking forums as required
Ensure new product opportunities are identified and communicated to the Product department

Qualifications & Experience

The ideal candidate for the position will be an accomplished and experienced sales manager with a track record of delivering results within a competitive and fast moving industry.

At least ten years commercial experience in the airline sales and marketing, CRS and Internet distribution sectors, and in particular in depth knowledge of the Asia Pacific market
Proven track record of successful sales, commercial success and client relationship management at all levels of an organization
Experience of direct responsibility for revenue generation
Highly numerate and commercially aware with a sound understanding of business drivers including EBIT and contribution
Attention to detail and results oriented

Key Competencies

Ability to understand complex business processes, technology and products and the benefit they can bring to the portfolio
A keen grasp of the economic drivers of the business and the ability to apply this knowledge, along with creativity, to drive innovative solutions and cost effective relationships
The confidence to sell and the presence to develop effective relationships at senior executive levels
Willing and able to travel
Highly developed communication, negotiation, sales and presentation skills
Ambitious and results-driven with a real energy and drive
Highly self-motivated and comfortable working independently from a remote location
Comfortable working in a matrix organization
Experience in creating and implementation of effective and achievable Sales Plan (as owner)

Key Working Relationship

Effective development and management of relationships with the following parties is critical to the success of the role:

Senior Management of airlines in the portfolio
Senior representatives of relevant travel industry bodies in the territory
Regional/country managers and SMO senior management of markets within the territory
Managers in other Travelport companies
Asia Pacific and global support functions (Customer Service, Product, Marketing, Finance, Billing, Legal)
Highly preferred with Korean, Mandarin speaking ability

Alerta JOB

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