Role Name: Associate Manager Sales & Distribution
- Job Purpose
Responsible for supporting relationship management with trade partners, such as wholesalers, distributors, retailers, and other businesses involved in the distribution and resale of products
Key Accountabilities
Functional Activities
- Develop and nurture long-term relationships with trade clients, serving as the primary point of contact for all business-related matters
- Understand unique needs, preferences, and business objectives to tailor solutions that align with both the airline's offerings and the client's requirements
- Work closely with the regionals sales team members to monitor and evaluate the sales target achievement periodically (monthly, quarterly, annually)
- Regularly communicate and update trade clients about new offers, products, facilities, developments etc.
- Identify opportunities for growth within existing accounts and pursue new business opportunities to expand the company's presence in the market
- Collaborate with other departments such as marketing, product development, and customer service to ensure customer satisfaction and alignment of sales strategies
- Monitor competitor activities and market trends; Advice the internal decision-making team about rewarding new routes and timings
- Gather market intelligence and liaise with the marketing and pricing team to design and rolling out of promotional and discount offers for market stimulation, penetration and building brand awareness
- Develop comprehensive account plans for trade clients to outline sales strategies, revenue targets, and actions needed to maximize business opportunities
- Regularly review and adjust plans based on market dynamics and performance metrics
- Negotiate and finalize contractual agreements with trade partners, ensuring that the terms and conditions align with the company's objectives while meeting the needs of the partners
- Ensure compliance with industry regulations and Air India policies and procedures
Relationship Management
- Engage with clients and establish regular communication to understand their needs, address concerns, and gather feedback
- Support, nurture and develop the team members’ skills in all Distribution and Sales Support aspects
- Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR.
- Skills Required for the role
- Strategic Thinking - Excellent communication and interpersonal skills
- Sales strategy & planning- Stakeholder Management
- Proficiency in Microsoft Office and CRM software- Negotiation skills
- Relationship Management- Competitor Awareness
- Key Performance Indicators
- Stakeholder Satisfaction
- Adherence to timelines
- Forecasted Vs. Actual Sales
- Revenue Target/Revenue achieved
- Contract Renewal Rate
- Educational and Experience Requirements
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Minimum Education Requirement
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- Bachelor's degree in Business Administration, Sales & Marketing, or a related field
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Minimum Requirement
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Desired Requirement
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Experience
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- 3-4 years of experience in sales, with at least 2 years in a sales role in the domestic airlines
- Proven track record of achieving sales targets
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- Thorough understanding of sales function in a domestic airline (exp. in LCC)
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