Head of Sales & Airports

Jobs2Web · India

Develops, strategizes, monitors and reviews all sales channels that result in hub profitability and increase in market share. Responsible and accountable for growing the hub profitability with new route launches, growth in sales distribution channels and cost control.

Accountable and responsible for building result oriented partnerships with government authorities, civil aviation personnel and airports.

Implementsthe Ground Operations standards and manages its requirements in compliance with National Aviation Authorities (NAA) regulations andcompany’scorporate objectives ensuring safe, reliable and efficient handling of Air Arabia flights.Responsible for thebudget, systems, and contractual agreements signed with GHA inEgypt, with focus on “Customer Satisfaction”, “On Time Performance - OTP”, “Safety and Security”.

1. Leads the drive for sales for Air Arabia in the assigned areas, monitors airline industry market best practices, competitors and trends.

2. Develops a cutting edge strategy with wider competitive analysis, processes, and initiatives which will assist the company in continuously improving business/leisure travel solutions provided and in contracting for new revenue sources.

3. Sets goals and action plans to achieve growth in sales, profit and market share.

4. Analyzes periodic sales reports to highlight trends, identify new business opportunities and destinations based on business and commercial analysis and due diligence.

5. Continuously, advises the CEO on the sales performance and areas of concern for the different routes; recommends cost-effective solutions and remedial actions.

6. Sets/drives sales target scales, objectives and Key Performance Measures (KPIs) for the sales activities; leads and supports the Commercial/Sales Managers in providing realistic input into the element of the annual budget and achieving targets accordingly.

7. Constantly reviews financial data to evaluate performance, identify shortages, determine root causes, recommend changes, and implement corrective measures ensuring profitability of routes.

8. Partners with Head of Marketing, Revenue & E-Business to develop and execute marketing and advertising strategies and campaigns in the assigned areas.

9. Acts as a role model in inspirational and motivational leadership; invests in manpower and capitalizes on strengths spending time coaching General Sales Agents, Outstation Managers, sales teams and analysts to achieve set objectives.

10. Identifies skills and opportunities for development, provides advice and guidance on all departmental issues. Partners with the HR division to develop training plans and incentive schemes as appropriate.

11. Develops, capitalizes on and maintains effective relationships with external parties such as government departments, ministries, civil aviation authorities, department of tourism, as well as travel agencies and corporates to enhance business and grow sales.

12. Oversees relate commercial contracts and service level agreements with clients, GSAs, suppliers, vendors, ensuring operational procedures, pricing, terms and conditions, credit facilities, and payments are in line with Air Arabia adopted policies, procedures, and standards.

13. Leads the set-up of new stations as well as new/ongoing projects, online integration and other matters related to commercial activities.
14. Partners with stakeholders, sales teams, support functions and other divisions within the assigned regions to identify areas for improvement, take pro-active approaches to enhance overall performance in terms of sales, products, services, resources, systems and tools.

15. Takes decisions on matters relating to day-to-day activities within their defined work area to achieve conformity and high quality in service: resource planning, compliance, branding, corporate image.

16. Leads periodic meetings with Managers to highlight sales performance and address new changes.

17. Conducts regular visits to the different hubs to provide guidance and support and ensure targets and quality of service are achieved and maintained.

Head of Airports

• Supports the CEO establish strategic and budgetary plans for related areas and works alongside each of his/her teams to ensure successful delivery.
• Implements and enforces the ground operations policies and procedures in compliance with national and international regulations; updates the “Ground Operations Manual” with all IATA, and ICAO regulations, obtains ECAA approval, and communicates it to staff to ensure safe, secure, and smooth operations.
• Acts as the ultimate accountable to the CEO to ensure the availability and proper handling of all requirements for ground operations and passenger handling: setup, equipment, manpower, training, in compliance with company procedures, international regulations and ICAO/IATA standards.
• Builds effective working relationships with regulatory bodies, GHAs, GSAs, Suppliers, Vendors and Airline companies; negotiates the securing of the company’s contracting, SLAs, and development needs, as per business plans, and protects company’s interests at all times.
• Leads the Ground Operations teams and GHAs with an overall responsibility of operations and relationships, this includes: Airport Managers, Training, GHAs, and personnel in the respective stations.
• Manages the relations with airline and government bodies, stations, and the IT Department for all systems requirements including set-up, testing, training, maintenance and upgrade ensuring all are in compliance with regulations and Air Arabia policies and procedures.
• Partners with Stakeholders to manage the ground operations start-up formalities of all new stations, this includes but not limited to: business relationships, contracting, licenses, facilities, logistics, manpower, recruitment, training, systems, and technical requirements; E valuates feasibility studies; negotiates SLAs terms and costs for passenger handling, baggage handling, cargo, mail handling, aircraft loading/unloading, load control, etc.
• Conducts field visits and assessments to evaluate the performance of stations/handling agents GHAs, and GSAs with focus on safety and customer comfort.
• Cooperates with Quality Assurance/ Safety/Security Departments to ensure adherence of respective stations/GHAs/GSAs and staff to corresponding standards and set measures; supports in investigations and audit checks ensuring timely response to statuary requirements and findings.

Qualifications (Academic, training, languages)

• Bachelor Degree in Sales/Commerce/Business Management or equivalent, Masters is a plus.
• Additional qualification: Financing/Project Management/IT/MIS/IATA/ICAO is a plus.
• Proficient in Microsoft Office, Internet and Web Search.
• Fluent in Arabic & English Languages.

Work Experience

10+ Years of extensive experience in Sales and/or Operations within a fast-paced and dynamic business environment, 5 of which at least in a senior role in Airline Industry leading experience with low cost airline is a plus.

Must have a proven and successful ability to lead a group of sales personnel towards growth in enhanced sales volumes and enhanced revenue generation, whilst displaying exceptional leadership skills and confidence.

Expert in establishing, capitalizing on, and maintaining corporate business relations within a large network;Strong knowledge, ties and relationships in Airlines Industry and Markets; builds credibility and effective working relationships across functions, organizations, suppliers, vendors.

A track record of increasing and sustaining sales growth and profitability even in challenging market conditions; E xperienced in evaluating product/market situations and analyzing raw data and information, transforming it into actionable sales strategies and approaches.

Capable for recommending proposals and business plans based on financial and risk control factors.

Hands on drafting, negotiating and managing contracts and service level agreements;Hands on preparing budget estimates and setting sales targets.

Self-motivated, have a strong entrepreneurial spirit, be adaptable to business growth fluctuations; Experienced in managing relationships at a senior level, and a diverse team of people (Skills/Experience).

Cost-oriented, possesses effective persuasive, negotiation, problem solving and decision making skills; Capable of understanding market trends and translating them into effective customer solutions; Contributes and successfully delivers against business strategy and set KPIs.