Associate Manager - Sales & Distribution

Job Title: Associate Manager – GSA Relations & Governance

Department: Commercial
Location: Gurugram
Reports to: Head – GSA Relations & Governance
Grade: D1 | Role Level: Associate Manager

About the Role

The Associate Manager – GSA Relations & Governance will be responsible for managing and optimizing relationships with General Sales Agents (GSAs) and

external partners across global territories. This role involves contract management, SLA definition, compliance monitoring, and performance evaluation of GSAs.

 The incumbent will also lead initiatives for setting up sales infrastructure in new territories, ensuring smooth onboarding, and driving revenue growth through strategic partnerships.

Key Responsibilities

Contract Management

• Negotiate and draft contracts with GSAs and external partners, ensuring compliance with terms and conditions.
• Define SLAs and periodically review contracts to include competitive terms based on market intelligence.
• Monitor GSA KPIs and ensure alignment with business objectives in both online and offline territories.
• Prepare reports on contract progress and outcomes for senior leadership.
• Identify revenue enhancement opportunities and evaluate new GSAs for network expansion.
• Manage renewals/extensions of contracts based on performance evaluations.
• Conduct site visits to GSA offices to review deliverables and compliance.
• Collaborate with Legal, Finance, and other internal teams for smooth execution of agreements.

Governance & Performance

• Establish performance metrics and monitor GSA performance globally.
• Ensure onboarding and training of GSAs on airline systems and processes.
• Supervise GSAs in offline territories and ensure global targets are met.
• Resolve SLA deviations and operational concerns promptly.

Sales Infrastructure

• Set up sales infrastructure in new territories, including slot allocation, branch office registration, and tax compliance.
• Coordinate with airport authorities and government agencies for approvals and operational readiness.

Cross-Functional Collaboration

• Work closely with International Sales, Revenue Management, Marketing, Network Planning, and Legal teams.
• Support marketing initiatives, training programs, and product onboarding through GSAs.

Skills & Competencies

• Planning & coordination
• Negotiation and persuasion skills
• Customer centricity
• Team management and leadership
• Stakeholder management
• Analytical and problem-solving skills
• Contract management expertise
• Organizational skills

Education & Experience

• Education: Master’s/MBA/PGDM in Business Administration, Sales, or related field
• Experience:
  • Minimum: 8–10 years in contract management with 4+ years in aviation sales activities
  • Desired: 10+ years in contract management; prior aviation experience preferred