State Head - Corporate & TMC Sales Maharashtra & Goa

Job Description

Position Title - State Head Corporate Sales & TMC Maharashtra & Goa
    
Grade - C1

Function - Commercial    

Location - Mumbai

Reports to - Regional Sales Manager West    

Role Level - Senior Manager

Job Purpose

Strategically lead and expand Air India's corporate sales across India, driving growth and establishing the airline as a top choice for corporate travel. This role focuses on developing tailored sales strategies, fostering strong relationships with major corporate clients and TMC partners, and enhancing Air India's presence in the national market to achieve superior market penetration and revenue targets.

Key Accountabilities 

Strategic Sales Planning -

Develop and implement comprehensive sales strategies targeting multinational corporations, large government entities, and other significant organizations to secure lucrative contracts and foster long-term partnerships.

Continuously analyze market trends, customer preferences, and competitor activities to identify opportunities for competitive advantage in the corporate travel market.

Market Research and Opportunity Identification -

Conduct thorough market research to pinpoint potential corporate customers and TMC partners and market segments with significant growth potential, adapting strategies to tap into these areas.

Prepare and present detailed sales reports and strategic initiatives periodically to the Regional Sales Manager.

Client Relationship Management -

Proactively manage and nurture relationships with key corporate and TMC clients to ensure high levels of satisfaction, loyalty, and repeat business.

Negotiate and finalize contracts and agreements with corporate and TMC clients, ensuring alignment with the airline’s goals and client needs.

Sales Execution and Monitoring -

Monitor  the effectiveness of sales incentive and discount schemes to maximize sales opportunities and meet or exceed sales targets.

Collaborate closely with the Regional Sales Manager to periodically review and assess the achievement of sales targets (monthly, quarterly, annually).

Cross-Functional Collaboration -

Work collaboratively with internal departments such as marketing, customer service, and operations to ensure a seamless and superior service experience for corporate and TMC clients.

Address and resolve any operational or service issues that arise, ensuring prompt and efficient solutions.

Regulatory Compliance -

Ensure all corporate sales activities comply with relevant local and international regulations, industry standards, and ethical practices.

Team Leadership and Development -

Provide inspiring leadership to the corporate sales team, setting clear sales targets and motivating the team to achieve these goals.

Offer regular feedback, training, and development opportunities to enhance team skills and performance.

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    
Communication and Interpersonal skills
Sales strategy & planning    
Channel strategy development
Relationship Management    
Competitor Awareness 

Key Interfaces -

Internal Interfaces - 

Commercial - Collaborate with the Commercial Leadership team to continually evolve, and monitor the implementation of the Corporate sales strategy 

External Interfaces -

Corporate & TMC Clients - Build and maintain relationships with corporate & TMC clients will be a significant part of your role