Job Purpose
To manage and grow the commercial interests across the assigned territory ensuring successful performance in sales and operations. Develops, executes action plans and working procedures, monitors performance of staff and systems, identifies and resolves problems; drives the teams to achieve objectives by maximizing sales and enhancing profitability and brand’s visibility ensuring productivity is in line with set measures and company’s adopted policies and procedures.
Key Result Responsibilities
- Leading and supervising a team of station managers and staff to ensure smooth operations and high-quality customer service across multiple airports.
- Developing and implementing strategies to increase market share, revenue, and profitability within the assigned region.
- Collaborating with various departments, such as Marketing, Sales, and Finance, to achieve business objectives and targets.
- Monitoring and analyzing key performance indicators (KPIs) to identify areas for improvement and implementing corrective actions as needed.
- Ensuring compliance with safety, security, and regulatory standards in all operational activities.
- Managing relationships with airport authorities, vendors, and other stakeholders to optimize resources and achieve operational efficiency.
- Conducting regular performance evaluations of station managers and staff, providing feedback, and identifying opportunities for training and development.
- Participating in budget planning and cost control efforts to achieve financial goals.
- Works closely with the Regional Manager to negotiate and acquire traffic rights and airport slots within assigned geographical area/territory.
- Identifies/drives sales target scales, objectives and performance parameters of the business development and sales teams in the assigned area; influences and supports the sales managers in providing realistic input into the element of the annual budget and achieving targets accordingly.
- Constantly reviews financial data to evaluate performance, identify shortages and determine root causes, recommend changes to Regional Manager or Director of Sales, Cargo, & Customer Relations, and implement corrective measures.
- Cooperates with other divisions to obtain their support when managing the sales and revenue targets as per set KPIs utilizing different channels in the corresponding geographical area/territory: Call Center, Online and website, Sales Shops, GSAs and travel agents.
- Develops, capitalizes on and maintains effective relationships with external parties of different nature such as government departments, ministries, civil aviation authorities, tourism; provides bilateral support to Network team to invest on those relationships in enhancing business and growing sales.
- Partners with Commercial Managers/ Sales Manager and other commercial teams to identify areas for improvement and takes pro-active approaches to enhance overall performance: resource planning, compliance, branding, corporate image.
- Handling escalated customer issues and resolving operational challenges promptly.
- Keeping abreast of industry trends, competitor activities, and market dynamics to make informed business decisions.
- Create a conducive working environment to build and sustain a performance driven, engaged, and committed team.
- Manages performance of direct reports through objective setting, continuous support, feedback, and formal reviews to ensure business objectives are met; Ensures conflict management, grievances handling, disciplinary issues are handled effectively in line with company procedures.
- Perform any other duties as advised by the Line Manager.
Qualifications (Academic, Training, Languages)
Minimum bachelor’s in business management, Commerce or any other relevant field
Work Experience
7-10 years of extensive working experience in a similar role in the aviation industry, experience in the assigned territory is a must with 3 years of experience supervising/ managing a team.
- Forecasting, budgeting, implementing/reviewing performance KPIs of business initiatives in aviation.
- Product knowledge, high capability of understanding market needs and trends.
- Strong knowledge, ties and relationships in Aviation Industry and Markets; to build credibility quickly.
- Cost-oriented, possesses effective persuasive, negotiation, problem solving and decision-making skills.
- Sales and marketing skills and techniques.
- technical expertise, and interpersonal relations to execute new initiatives that support company’s objectives.
