Regional General Manager - Sales - Hospitality

Position : Regional General Manager - Sales

Department : Sales & Marketing

Job Purpose :

- Grows sales revenue through all channels

- Ensures consistent, profitable growth in line with budget targets

- Leads the sales team in his/her region focusing on in field activities

- Supports the pivotal role of revenue generation through a strong market intelligence and communication strategy

Key Accountability :

- Is responsible for all the sales activities in a region through all the selling channels in the region.

- Devises sales plan based on travel trends, local economy indicators and infrastructure development trends.

Responsible for :

- Achievement of Flown revenue targets for the Region and Channel.

- Achievement of Load factor for the flights in his region

- Achieves of Booked Sales and Cash collection targets for the region

- Achievement the required penetration of each channel as % of total sales in that region

- Develops good relationships with key Agency and Corporate Accounts in the region. Plans regular trade events to drive the image and relationships of the company with these accounts.

- Devises a suitable channel strategy (OTAs, Consolidators, Retail, Corporate, Web, Call Center, ATOs) both at macro and micro level to achieve the yearly/monthly revenue target (flown, booked, collection targets).

- Monitors daily route performances (seat occupancy, average fare, RASK); analyze variances versus targets; analyze competitive scenario; recommend and implement actions for improvements.

- Optimizes the overall cost of sales and the cost of sales per channel, with respect to Company's financial targets and strategies

- Develops good understanding of the Regional market- the demand for air travel and traffic flows in the region, the agency and corporate channels in the region, the corporations, SME and other customer segments in the region. Recommendations/suggestions also must be closer to reality of each market

- Focuses on increasing the retail and corporate base for the region - will drive the teams in delivering the monthly growth in producing retail and corporate accounts.

- Gathers Market Intelligence about the region - customers, competition and other developments - and disseminates to the various reporting levels within the commercial organization.

- Plays a leadership role for guiding, mentoring and developing all the Sales staff in his region.

- Conducts weekly and monthly performance reviews of all the staff in his region.

- Conducts monthly performance review meetings with top retail and corporate accounts in his region.

- Maintains a good brand image of the company amongst travel partners.

- Keep a daily track of Flight loads / booked sales /cash collection in line with target.

- Coordinates with Revenue Management, Marketing and other related departments for fares, promotions and other related activities.

Competencies :

Core Competencies & Proficiency Level (Expert/Moderate/Basic)

- Experience in cross-functional project management and systems implementation - Expert

- Systematic and logical approach to problem solving and a capacity to work around problems - Expert

- Analytical and Research capabilities - Expert

- Business and Financial Acumen - Expert

- Team Management and Leadership skills - Expert

- Strategic Planning - Expert

Functional Competencies & Proficiency Level (Expert/Moderate/Basic) :

- Consumer understanding - Expert

- Excellent client relationships and market relationships - Expert

- Excellent selling and presentation skills - Expert

- Channel distribution understanding - Expert

- Cash Inflows - Expert

- P&L Competencies - Expert

- Skill sets to develop tactical offers to drive sales - Expert

Education & Experience Qualifications :

Educational Qualifications (Include additional certificate required, if any) :

Necessary :

- A Management Graduate in the Business related discipline

Desirable :

- Knowledge on airline procedures and distribution systems.

- Advanced industry courses in Sales Skills

Relevant Experience (Type of roles & duration which an individual should have done in his/her prior experience) :

Necessary :

- Minimum 10 years of extensive sales experience at a managerial level in comparable industries

- Must have a track record of having delivered the targets which is set for that region

Desirable :

- Related sales/marketing experience (10 years or more) in domestic market.