Job Purpose:

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