Chief Commercial Officer

Reports to: Chief Executive Officer

Department: Commercial

Key Responsibilities:

• Develop and implement the sales and marketing policies, strategies and procedures in line with industry best practices.
• Manage the territory budget preparation process to ensure the sales and revenue opportunities are maximized.
• Attend industry events and conferences to generate new business leads and spot marketing opportunities for new clients.
• Scheduling for Uganda Airlines fleet of long-haul and regional aircraft at Entebbe International Airport
• Identifying international and regional market behavior, consumer trends and potential for future growth.
• Initiate and cultivate successful client relationships, maximize partnership potential and drive to consistently exceed client expectations.
• Monitor performance data and Key Performance Indicators (KPIs). Set up call plans, daily, weekly & monthly reporting mechanisms to ensure that appropriate selling skills are suitable employed.
• Responsible for Global Sales, Global Call center, GSA & PSA Structures, Strategic pricing, Loyalty Program, Distribution processes & Payments, Commercial systems, Digital retail, and UR Holidays set up.
• Guide, train, coach and review performances and immediately address any shortcomings to derive an effective, high-performance sales team.
• Provide and oversee overall leadership on a strategic and commercial level for sales and other activities within the Airline network.
• Develop and deliver revenue, maximize the returns, identify and penetrate new markets, where appropriate.
• Formulate and implement the sales strategy, including local corporate sales policy, to maximize short and long-term revenue opportunities, reduce cost of sale and generate channel shift where appropriate.
• Manage and maintain relationships with other Airlines, Tour & Travel Agents, Government bodies and corporate companies.
• Accountability for the strategic direction of the Corporate/ Trade and Leisure sales in the network and defining the optimal way to increase sales by recommendations for routes, timings, aircraft type and other product development.
• Lead and direct the team to deliver corporate and commercial objectives and in such a way as to enhance employee motivation and satisfaction.
• Oversee and supervise employees including directing daily activities, recruitment, training, development and discipline to ensure a high standard of service delivery.
• Take the lead in setting up airline sales offices across the network, finding Handle any other tasks that may be assigned by your supervisor.

Minimum Qualification and Experience:

• A Bachelor’s degree in Commerce, Business Administration, Economics or closely related discipline.
• A relevant or Professional Certification in Marketing or MBA or a relevant Master’s degree with bias in Strategy or Marketing.
• A Post Graduate training in Sales and Marketing is a must.
• Aviation experience is a strong preference with 15 years in reputed Airlines which should include at least 10+ years of Airline experience in Africa, Europe and Middle East, an overall 5 +years in a Management role with in-depth knowledge and experience of Sales, Marketing, Network Planning & Strategy, Revenue Management functions, Pricing structures, Interlines and customer relations as a must.
• Extensive International Airline experience and vast industry contacts will be plus for the Airlines Route expansion, interline/codeshares portfolio.
• Strong understanding of pricing structures and yield management, GDS experience
• Knowledge of net, tour operating, and published fare contracts.
• In-depth and good understanding of both B2B and B2C relationships.
• Understanding Cost leadership and return on investment in all activations etc.
• Proven knowledge in network planning
• Knowledge in loyalty programs management
• Knowledge of digital marketing techniques and technology-based product distribution systems, sales channels and setting up a call center.
• Knowledge of interline services, and IATA airline practices
• Able to manage multiple start-up stations across the target airline network with the ability to negotiate effectively at all levels.
• Ability to coordinate multiple activities, including travel agency, GSA, tour operator, OTA relationships, office set-up, establishing contracts, recruitment of staff, building-up sales channels, and preparing for inaugural events.

Competencies

• Be strategically minded, service-oriented and commercially focused
• Possess through knowledge of airline passenger sales and marketing communications and customer service.
• Proven leadership record with a demonstrated ability to engage and inspire the team to deliver organizational objectives
• Result oriented, flexible in approach, and able to produce results in a challenging environment.
• High level of integrity and professionalism with a clean track record of
  performance.

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