The ideal candidate will be tasked with driving quality and revenue growth by implementing and automating Kenya Airways’ Global sales policies (Corporate policy and Trade policy) in accordance with the company strategy and commercial targets, in order to prevent yield dilution and optimize revenue, market share and cost margin.
Key accountabilities include;
External Relationship Management
Manage and safe guard external relationships of the Company:
Officially represent Kenya Airways with all Sales automation system vendors.
Build and maintain relationships with the partner airlines especially AF-KLM – who we cooperate with on commercial policies in the JV – and relevant Skyteam partners.
Steering and influencing team
To influence the actions of the regional sales teams and the Distribution teams – in order to ensure alignment, awareness, acceptance and compliance to the sales policies.
Regular communication on amendments and updates to the sales policies and tools used to manage compliance.
Regular audits and reporting on compliance in all markets in KQs network.
Internal Processes
Manage and safe guard the Corporate policy and Trade policy of the Company:
Ensure effective and accurate administration (Legal, Pricing and fiscal).
Ensure good relations with various Business Units, namely, Commercial performance, Finance, Marketing, Revenue management
Excellent coordination with Regions, Areas and Countries is necessary to achieve success due to the global scope of the role
Business Plan & Management Information
Define, develop, coordinate and steer implementation of the Commercial Sales Business Plan actions related to Global Corporate Sales and Distribution:
Play a key role in defining the Commercial vision and strategy, particularly the distribution strategy and the Trade and Corporate policies.
Define corresponding Key Performance Indicators & provide timely and relevant information supporting the monitoring and steering.
Commercial Activities
Lead Global Corporate Sales and Distribution to contribute to the commercial sales targets: e.g. revenues and margin maximization, profitable market share growth.
Global Corporate Sales:
Build synergies with Skyteam and JV partners in order to increase attractiveness of contracts.
Monitor contracts’ performance together with Corporate Travel Mgrs.
Global Distribution:
Designing policies to push lowest cost distribution channels and monitor and evaluate performance of markets towards that objective.
Distribution Strategy and Policies:
Follow industry and competitive trends to make sure KQ is always ahead of the curve in terms of Distribution strategy.
Review Trade and Corporate policies regularly (at least once a year) to ensure the competitiveness of our trade and corporate contracts.
Qualifications
University graduate in a relevant area of study
At least 8 years work experience in Sales/Marketing/Revenue Management.
Minimum 5 years Management experience within the airline industry.
Computer literate with very good knowledge of MS Excel
Good negotiation skills
Ability to lead and motivate a team
Strong analytical and visionary skills
Ability to work in a changing environment
A good organization and planning skills
Interested candidates are requested to submit their applications online.
Only shortlisted candidates will be contacted.
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