Description
Role Purpose
To drive passenger volume growth by managing Kenya Airways relationship with Online Travel agencies (OTAs), Specialty segments and Metasearch engines in order to grow market share and cabin factors.
External Relationship Management
Manage and safeguard external relationships of the Company:
Officially represents Kenya Airways with all Global OTAs, specialty segments and Metasearch Engines.
Interact with key the stakeholders in the OTAs, Specialty segments, Metasearch engines and Travel agencies their ticketing function.
Build and maintain relationships with other Global Accounts Managers in JV and SkyTeam partners to leverage KQ’s Alliance benefits.
Steering Team
Lead the execution and management of every KQ Global OTA, Specialty and Metasearch contract by establishing a strong coordination between all the markets that are part of the contract’s scope:
Identify the local account managers in charge of the local corporate relationship.
Steer and motivate all teams to maximum levels of quality and productivity by ensuring regular communication and feedback.
Lead staff through target setting in each relevant market of the contract scope.
Monitor staff satisfaction and develops and execute improvement action plans.
Ensure swift and effective interaction with all KQ departments.
Internal Processes
Manage and safe guard internal processes of the Company:
Ensure effective and accurate administration (social, legal and fiscal).
Ensure good relations with various Business Units, namely, IS, Finance, Marketing, Operations and other areas.
Due to the global scope of the role, excellent coordination with Regions, Areas and Countries is necessary for success.
Business Plan & Management Information
Define, develop, coordinate and steer implementation of the Commercial Sales Business Plan actions related to Global OTAs, Specialty segments and Metasearch engines:
Play a key role in defining the Commercial vision and strategy, particularly the distribution strategy and the Trade, Corporate and OTA policies.
Define corresponding Key Performance Indicators & provide timely and relevant information supporting the monitoring and steering.
Guide and steer quality of business analysis for all the Global OTA, Specialty and Metasearch engines in close interaction with the Commercial Performance Manager.
Commercial Activities
Lead Global OTAs, specialty segments and metasearch Sales and Distribution to contribute to the commercial sales targets: e.g. revenues and margin maximization, profitable market share growth
Global OTA, Specialty and metasearch Sales: Grow OTA revenues by engaging relevant OTAs in a Commercial relationship with KQ. Key responsibilities include:
Identify potential Global OTAs, Specialty segments and metasearch engines.
Include KQ in their travel RFP process.
Negotiate win-win Global contracts with these companies.
Execute contracts in close interactions with the KQ markets in the contract scope.
Build synergies with Skyteam and JV partners in increase attractiveness of contracts.
Contribute to the development of Segment analysis reports
Monitor contracts’ performance together with Portfolio commercial/ relationship managers.
Promote KQ products and services to the client’s frequent flyers to create awareness and generate sales and revenue.
Constantly gather market intelligence to identify threats and opportunities so as to maintain a competitive edge in our global offering.
Distribution Strategy and Policies: Follow industry and competitive trends to make sure KQ is always ahead of the curve in terms of the portfolios strategy. Participate in the definition OTA, Specialty segments and MetaSearch policies regularly (at least once a year) to ensure the competitiveness of KQ flights amongst these segments.
Communication
Lead & manage the Leisure segments Globally portfolio in order to enhance performance:
Ensure good communication/co-operation with Kenya Airways distribution partners.
Steer and motivate local Sales and the PRM team to maximum levels of quality and productivity.
Communicate effectively with customers and staff.
Context/Environment
Super High Competition of the OTA/metasearch/ Specialty segment.
Very complex technology environment
Strong focus on speed to market
Very complex airline pricing web
Qualifications
University Degree in Business, Sales, Marketing, IT or a relevant area of study
3-5 years’ experience in a Sales related role
Airline pricing and inventory management knowledge and experience.
Good negotiation skills.
Demonstrated supervisory experience with 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.
