Associate Manager - Sales & Distribution

Role Name: Associate Manager Sales & Distribution

1. 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

1. Develop and nurture long-term relationships with trade clients, serving as the primary point of contact for all business-related matters
2. Understand unique needs, preferences, and business objectives to tailor solutions that align with both the airline's offerings and the client's requirements
3. Work closely with the regionals sales team members to monitor and evaluate the sales target achievement periodically (monthly, quarterly, annually)
4. Regularly communicate and update trade clients about new offers, products, facilities, developments etc.
5. Identify opportunities for growth within existing accounts and pursue new business opportunities to expand the company's presence in the market
6. Collaborate with other departments such as marketing, product development, and customer service to ensure customer satisfaction and alignment of sales strategies
7. Monitor competitor activities and market trends; Advice the internal decision-making team about rewarding new routes and timings
8. 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
9. Develop comprehensive account plans for trade clients to outline sales strategies, revenue targets, and actions needed to maximize business opportunities
10. Regularly review and adjust plans based on market dynamics and performance metrics
11. 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
12. Ensure compliance with industry regulations and Air India policies and procedures

Relationship Management

13. Engage with clients and establish regular communication to understand their needs, address concerns, and gather feedback
14. Support, nurture and develop the team members’ skills in all Distribution and Sales Support aspects
15. 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.

2. Skills Required for the role

1. Strategic Thinking - Excellent communication and interpersonal skills
2. Sales strategy & planning- Stakeholder Management
3. Proficiency in Microsoft Office and CRM software- Negotiation skills
4. Relationship Management- Competitor Awareness

3. Key Performance Indicators

1. Stakeholder Satisfaction
2. Adherence to timelines
3. Forecasted Vs. Actual Sales
4. Revenue Target/Revenue achieved
5. Contract Renewal Rate

4. Educational and Experience Requirements