Brief Description
To monitor the performance of all sales portfolios/sectors in relation to their revenue, yield, pax numbers and cost of sales performance against other channels and AOSs to provide timely insights to sales and commercial management teams to steer these portfolios into growing revenues and meeting objectives related to commercial strategy. Directly impact cost management and steering of revenue streams.
Detailed Description
Portfolio performance monitoring
Perform regular review of Business Results, Forward Bookings, market shares, and other relevant MI on assigned portfolios.
Challenge and support sales teams to help them reach revenue and business targets
Prepares Sales weekly, monthly and ad hoc network and market performance reports.
Formulate conclusions, recommendations, questions and remarks based on analysis of Corporates, TMCs, OTAs and GSA portfolios.
Foster cross fertilization between markets taking advantage of the transversal position by learning from successes and mistakes and using best practices
Tracks the performance of sales teams for appraisal purposes.
Sales Performance Reporting and Cost Control
Facilitate provision of regular reviews of cost related reports.
Monitor and reports monthly on Commercial Flexibility Toolkit.
Monitor and report on trade Frontline and Backend incentives performance.
Validation of trade incentive payments
Responsible for Sales performance data reporting
Compliance and Controls
Ensure controls and compliance measures in place across the sales organization
Provide regular reporting to ensure compliance controls
Work closely with internal departments e.g Finance, Supply Chain to align processes
Budget &Forecasting
Prepareand coordinate from a commercial perspective the revenue budget process, givingguidance towards the sales section and challenging them where needed.
Communication
Liaisewith sales and revenue management teams on portfolio performance.
Steerand motivate local Sales and the PRM team to maximum levels of quality andproductivity.
Context/Environment
Rapidlygrowing importance of the need for real time accurate performance data/analysis.
Strongfocus on data collation and dissemination
Very complex airline pricing web
Job Requirements
University graduate in a relevant area of study; Business, Sales, Marketing, IT
Airline commercial sales knowledge and experience
Good negotiation skills
Strong analytical and visionary skills
Extra strong Microsoft Excel skills
Ability to work in a changing environment
A good organization and planning skills
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