Sales Manager – Corporate / Leisure

JOB PURPOSE

• To provide leadership on a strategic and commercial level for all Corporate/Leisure sales in the Polish Sales region
• To strategically develop and deliver Corporate/Leisure Sales revenue targets in the Austria region, maximising the return from existing market whilst identifying and penetrating new markets where appropriate.

ACCOUNTABILITIES

• Manages a sales team including recruitment, training, coaching, and development with performance measurement and management against clear revenue, cost of sale and compliance criteria.
• Structures and implements a Business and Marketing plan to optimize QR revenue and presence in the Polish market.
• Develops and maintains long-term strategic relationships with Qatar Airways corporate/leisure clients.
• Accountable for the formulation and implementation of corporate/leisure sales strategy to maximise short and long term revenue opportunities, reduce cost of deal and generate channel shift where appropriate.
• Reviews corporate/leisure data with team to drive revenue and seek out tactical revenue opportunities.
• Manages and co-ordinates projects and initiatives on behalf of Sales
• Maximizes value from marketing spend.
• Enforces and maintain Sales professionalism standards.
• Performs other related functions, as assigned, for the purpose of ensuring the efficient and effective functioning of the work unit.

JOB DIMENSIONS

• Drive corporate/leisure sales performance in the Polish market through the implementation of a Corporate/Leisure Sales strategy across a portfolio of trade and corporate customers maximising revenue contribution to exceed revenue targets.
• Utilises advanced selling techniques and account management/solutions selling to coach team of account managers to succeed.
• Create business plans to maximize most cost effective channels of fulfilment for business sales.
• Ensures that Sales Managers are properly assigned and utilized to meet objectives.
• Effectively manages and assign accounts to team of sales managers.
• Solicits new and existing accounts to meet and/or exceed revenue goals through sales calls, written communication and email and telephone solicitation.
• Follows up on leads and business generated by sales calls.
• Builds and maintains strong relationships with partners in the Airline Industry.

Minimum Qualification:

• Educated to degree Level
• PC literate with knowledge of Word/PowerPoint/Excel

Minimum Experience:

• Commercial acumen. Able to spot and interpret market trends
• Track record of implementing change
• Track record of revenue delivery
• Proven team leadership
• 5 years Airline Sales experience in a developed market environment

Job Specific Skills:

• Leadership and interpersonal skills
• Excellent relationship building skills
• Proven commercial skills and business acumen
• Strong people management and coaching skills
• Good network within QR and knowledge of travel industry
• Strong influencing and negotiation skills
• Strong decision making and problem solving skills
• Good budgetary control skills
• Strong interpersonal and team working skills

COMPENTENCIES:

• Leadership
• People management
• Client Orientation
• Change Management
• Judgment & Analysis
• Teamwork & Relationship Building
• Communication & Influencing