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.
About Etihad Airways
Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world's leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad's codeshare partners, Etihad's network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. All this ties into Etihad's ambitious Journey 2030 strategy. The airline plans to double its fleet size and triple the number of customers over the next six years as it sets out to be the airline everyone wants to fly!
To learn more, visit etihad.com
