To manage the sales and services establishment in accordance with the Company Strategy and respective Region’s Commercial targets, in order to optimize Market share, Turnover and Cost Margin within the scope of the Commercial Business Plan, through leading, managing coordinating, developing, coaching and stimulating all direct or indirect teams in an effort to meet assigned targets, to increase the Kenya Airways market share and to promote the Kenya Airways partnership in SkyTeam while securing the best return on investment
Management Manages and safeguards external relationships of the Company: · Officially represents Kenya Airways · Safeguards all legal obligations of the Region · Facilitates air political discussions, where applicable. · Ensures effective relations with stakeholders: staff representatives, local authorities, embassies etc. · Builds and maintains relationships with key clients. · Organizes client events in order to motivate, network and provide product familiarization. · Ensures optimum and effective steering of suppliers.
Leads & manages the Region within the local HR policies – in order to enhance performance and to increase staff satisfaction: · Ensures parity with regard to HR-management and conditions of employment within the region for Commercial Sales, Airport Services, Maintenance and Cargo. · Selects and appraises staff in line with HR Policies and Procedures. · Steers and motivates all teams to maximum levels of quality and productivity. · Leads staff through target setting, guidelines and coaching. · Safeguards staff development by adequate training & guidance. · Monitors staff satisfaction and develops and executes improvement action plans. · Ensures swift and effective interaction with all departments.
Manages and safeguards internal processes of the Company: · Ensures effective and accurate administration (social, legal and fiscal). · Ensures that an up to date Emergency Response Plan is in place and that the Region staff are trained accordingly. · Ensures good relations with various Business Units, namely, Airport Services, Marketing & Cargo etc.
Business Plan & Management Information
Defines, develops, coordinates and steers implementation of the Commercial Sales Business Plan: · Sets out Commercial vision and strategy, and tactics (including setting Key Result Regions) for all commercial sales activities in the Region resulting in a 1 to 3 yrs Commercial Sales Business Plan. · Implements the Commercial Sales Business Plan. · Defines corresponding Key Performance Indicators & provides timely and relevant information supporting the monitoring and steering. · Ensures reliable and timely forecast of passengers, yield and cost (prognosis) drawing on reliable, accurate Management Information. · Develops and implements new structures and key processes within the Region · Ensures transparency, flexibility and control of the Region cost items. · Guides and steers quality of business analysis.
Leads the Region to contribute to the commercial sales targets: e.g. revenues and margin maximization, profitable market share growth: · Defines sales strategy (all channels) and targets in coordination with Head of Sales and Marketing in line with the Company strategy. · Manages Commercial sales communication plan based on available marketing budget. · Analyses product and recommends improvements / adjustments on schedules, service on board and on the ground (passenger handling). · Evaluates business potential of existing and new markets. · Monitors changing market needs, steers, adapts commercial policies accordingly. · Contracts top agents and corporate accounts and closely manages those contracts. · Ensures margin optimization of product developments. · Monitors and reports on competitors’ activities. Initiates pricing and capacity strategies based on revenue forecast, commercial sales objectives and central revenue management steering: · In liaison with Revenue Management, manages the revenue management process and defines for the Region the overall pricing policy and structure in accordance with central guidelines and requirements. · Monitors results, execution and steers revenue management policies.
Leads & manages the region in order to enhance performance, increase customer satisfaction and to increase staff satisfaction: · Ensures good communication/co-operation with Kenya Airways partners. · Steers and motivates all teams to maximum levels of quality and productivity. · Communicates effectively with customers and staff.
· Mature market · Strong competition
· University graduate · 8 years of work experience in Sales/Marketing/Revenue Management, of which 4 years are at a management level within the airline industry · Strategic vision · Leadership · Change Management · Setting directives & goals / objectives · Organizational awareness · Result commercial orientation · Management Control · Communication
How to Apply
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