Responsible for driving revenue growth and market share for the airline through effective management of trade sales channels, including B2B and B2C segments, and overseeing relationships with Online Travel Agencies (OTA)
Key Accountabilities
Strategic Responsibilities
Develop and implement the trade sales and OTA management strategies aligned with the overall sales and distribution goals of the airline
Identify new market opportunities and develop innovative approaches to maximize sales and revenue generation
Trade Sales – B2B/B2C
Lead and motivate the trade sales team to achieve sales targets and KPIs for both B2B and B2C segments
Establish strong relationships with travel agencies, corporate clients, and other B2B partners to secure sustainable business contracts
Conduct regular performance evaluations and provide coaching and training to enhance the team's performance
Develop and maintain strong relationships with travel agencies, tour operators, corporate clients, and other B2B partners to drive business growth and secure long-term contracts
Collaborate with the sales team to identify potential B2B partners, assess their suitability, and negotiate favourable terms and conditions to ensure mutually beneficial partnerships
Develop and implement effective strategies to drive direct B2C sales through the airline's website, mobile app, call centres, and other digital and traditional sales channels
Collaborate with the marketing team to design compelling B2C campaigns and promotional offers that resonate with target customers and drive increased sales
Monitor online booking trends, customer behaviour, and website performance to identify opportunities for enhancing the B2C booking experience and increasing conversion rates
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
Attention to Detail
Sales strategy & planning
Market awareness of OTAs
Negotiation skills
Channel strategy development
Relationship Management
Competitor Awareness
Key Interfaces
Internal Interfaces
S&D Teams
Provide guidance and leadership to the sales team to ensure they meet individual and team sales targets for B2B and B2C channels
Work closely with the sales team to identify opportunities, address challenges, and improve overall sales performance
External Interfaces
OTAs
Develop and maintain strong relationships with OTA partners, negotiating contracts, discussing performance, and implementing joint promotional activities
Educational and Experience Requirements
Minimum Education Requirement
Bachelors’ or Masters/MBA/PGDM/PGP/PG degree, preferably in Sales/Marketing
Minimum Requirement
Desired
Experience
6 years of proven track record in sales management, with a strong focus on B2B/B2C sales and OTA management within the airline or travel industry
Prior experience in the aviation sector is an advantage