Regional Manager at Qatar Airways

Job Description

• The selected candidate will develop medium- and long-term sales strategy in multiple country territories and manage all sales teams within the territorial coverage. Develop and deliver revenue for Qatar Airways (QR), maximizing return and market penetration whilst ensuring minimal cost of sales. Actively contribute to the B2C performance of his/her country (or Region) in close relation with Regional and HQ digital marketing teams.

Accountabilities:

• Formulate and implement competitive sales strategies to drive the short, medium- and long-term sales performance of the multiple country territories portfolio. Ensure that strategy and activities are regularly reviewed and updated to reflect changes in competitive environment and market behavior.
• Collaborate with VP to formulate, implement, monitor and adapt business plans to support strategic commercial objectives of the portfolio and the region.
• Development and implement plans to build/manage a permanently active pipeline of new corporate business to support the Commercial Strategic vision.
• Leverage B2B partnerships to drive new business opportunities to new markets and new customers.
• Act as the first point of contact for aero-political matters within the assigned country territories. Prospect for opportunities to initiate joint ventures, new agency relationships, commercial partnerships.
• Ensure portfolio structure, processes and related activity is optimized to drive commercial priorities e.g. high value premium cabin sales via Corporate, TMC, Beyond Business and IBE.
• Ensure field sales resources and activities are minimized in low value channels but, where resource is deployed: Drives “incremental” revenue that could not otherwise be sold by QR digital direct and does so without creating conflict with QR digital direct opportunity.
• Optimize cost of sale by minimizing exposure to sales waivers and incentive programs and exploiting lower cost of sale channels e.g. NDC and DD.
• Manage annual budget planning and monitoring for revenue, operating cost, capital expenditure.
• Sets up and pursues annual business targets and profitability.
• Lead assigned territories in local emergency planning and activation to ensure adequate business continuity preparedness.
• Act as the primary representative for media engagements within assigned territories to maintain a strong Qatar Airways brand image. Maintain high level relationships with key industry bodies, diplomatic missions, governments and tourism bodies, airports within the assigned territories.
• Set in place appropriate projects and initiatives at key/strategic accounts levels in order to ensure that projects and initiatives are driven towards an end result translated into profitability and revenue generation.
• Lead and manage the Regional sales teams to ensure that they are fully supported and provided with the relevant tools to give them the required agility and flexibility.

Qualifications

• Bachelor Degree with minimum 8 years of job-related experience with managerial experience
• Experience handling Africa markets preferred
• Extensive commercial experience in a leading international airline
• Experience in driving and delivering significant business change
• Strong competency in budgeting and planning with proven ability to convert strategic plans into operational network revenue plans
• Exceptional leadership skills coupled with a positive attitude and the ability to develop and nurture partnerships within the organization
• Knowledge of the travel industry with the insight and ability to forecast future trends
• Ability to develop effective sales techniques and deliver measurable results in exceeding sales goals and objectives