Job Title
Global Strategic Sales Product Head
Reports To
Head, Airlines Global Sales
Position Summary
The Global Strategic Sales Product Head is responsible for defining and driving the airline’s global sales product strategy, enabling sustainable revenue growth, yield optimization, and strategic account development across the network. This role serves as a key integrator across the Airlines Commercial division to ensure that sales propositions are commercially competitive, globally consistent, and strategically aligned with overall business objectives. The incumbent will lead the design, development, and governance of corporate, trade, and partnership sales products, while equipping regional sales teams with scalable, market-relevant, and high-impact commercial solutions to drive performance across diverse markets.
Key Accountability Qualifications & Working Experience
- Global Sales Product Strategy & Development
- Define and lead the global sales product strategy and roadmap across corporate, agency, and partnership segments.
- Develop standardized yet flexible frameworks for corporate agreements, incentive schemes, and global sales programs.
- Ensure alignment with network priorities, revenue management strategies, and brand positioning.
- Ensure products are scalable globally while allowing market-specific customization.
- Commercial Performance & Revenue Optimization
- Drive revenue growth and yield quality through effective product design and incentive structures.
- Monitor and evaluate performance of global sales products, including ROI, revenue contribution, and discount effectiveness.
- Partner with Revenue Management to ensure optimal balance between volume growth and profitability.
- Leisure Trade & Sales Product Partnership Strategy
- Develop and manage commercial propositions for Online Travel Agencies (OTAs), and key leisure trade partners.
- Collaborate with Commercial Sales international teams to align joint sales propositions and global account strategies for leisure segments such as Cruise, Student, VFR and many others.
- Support negotiation and structuring of new revenue streams for Global Sales.
- Market Insights, Analytics & Competitive Intelligence
- Analyze market trends, customer behavior, and competitor offerings to inform product strategy and positioning.
- Define and drive global go-to-market strategies for sales products across regions and customer segments.
- Leverage data and insights to continuously refine sales products and commercial approaches.
- Establish feedback loops from regional sales teams and key accounts to enhance product relevance and competitiveness.
- Bachelor’s degree in Business, Economics, or related discipline (MBA is an advantage).
- Minimum 10 to 15 years of experience in airline (premium full-service carrier) or OTA industry commercial functions, preferably within Sales, Commercial Strategy or Business Development.
- Strong exposure to indirect distribution channels, including OTA, Leisure agency and trade partner ecosystems.
- Experience in leisure segment development, with demonstrated ability to drive growth and commercialize new business opportunities through OTA partnerships.
- Proven experience in designing and implementing global sales or commercial products.
- Managing complex, multi-market commercial agreements and strategic accounts.
- Strong analytical and financial acumen with experience in revenue performance analysis.
