Corporate Sales Manager

SUMMARY:
Santon

POSITION INFO:

Job Summary:

Apply market knowledge, analysis, and sales principles to identify and realise Corporate Sales opportunities to achieve revenue and market share targets. With the Sales Manager, guide and coach Sales teams in Corporate Sales.

Job Outline:

• Focus on the Corporate sector generating premium revenue and yield to ensure most effective utilisation of sales efforts and to provide optimum attention to revenue generating outlets/potential incremental revenue sources as indicated by market intelligence.
• Anticipate competitor activities by monitoring market trends and initiate sales strategies in a timely manner to outmanoeuvre competitors.
• Make recommendations which require commercial policy changes.
• Negotiate and administer all major national corporate agency incentive agreements to maximize revenue opportunities.
• Prepare monthly and annual sales and marketing reports, business plans and budgets for corporate sales activities.
• Monitor all the business travel agent agreements (both the big 4 TMCs and the independents) monthly, through use of the BSP returns, examining the BSP data and interrogating the MIDT information. Take appropriate action to reverse adverse trends.
• In conjunction with HQ corporate communications, instigate and manage for tactical promotional road shows, business travel trade activities, agency promotions, and premium travel direct mail initiatives.
• Administer the prompt and accurate payment of agency incentive payments as they fall due and diplomatically handle any disagreements concerning levels due.
• Administer agency and corporate account marketing funds, ensuring adequate and appropriate disposition of the funds in accordance with revenue returns and incremental and potential premium traffic.
• Guide and coach all Sales staff on incentive agreements, national revenue generating initiatives and corporate value-added products such as Business Rewards.

Qualification:

• Relevant 3-year degree
• Honours degree would be advantageous

Experience:

• 8+ years commercial or sales experience
• Experience in all aspects of the airline corporate sales environment, including at least 5 years at managerial level

Knowledge and Skills:

• Knowledge of corporate travel
• Excellent communication skills
• Proven ability to negotiate effectively at all levels
• Completed formal training in sales and marketing techniques
• Advanced knowledge of MS Office
• Excellent analytical skills with advanced ability in interpreting and analysing data/statistics/reports etc.
• Fluent in written and spoken English
• Valid driving licence