• Support the effective management of trade sales channels by assisting in the execution of sales strategies and maintaining strong relationships with key stakeholders, including online travel agencies (OTAs). This role focuses on operationalizing sales initiatives, monitoring sales performance, and contributing to the overall success of the airline’s B2B and B2C sales efforts to enhance revenue growth and spanet presence.

Support Strategy Implementation:

• Assist in implementing trade sales and OTA management strategies that align with the overall sales and distribution goals of the airline.
• Help in identifying and capitalizing on new spanet opportunities to maximize sales and revenue.

Operational Support for B2B/B2C Sales:

• Support the trade sales team in achieving sales targets and KPIs for both B2B and B2C segments.
• Aid in establishing and maintaining robust relationships with travel agencies, corporate clients, tour operators, and other B2B partners.
• Assist in the negotiation and management of contracts with B2B partners to secure sustainable business and long-term contracts.

Collaboration and Coordination:

• Work closely with the sales and spaneting teams to develop and execute strategies that drive B2C sales directly through the airline’s digital and traditional channels.
• Coordinate with the spaneting team to support the creation and rollout of B2C promotional campaigns that effectively attract and engage target customers.

Market Analysis and Monitoring:

• Monitor trends in online bookings, customer behaviors, and digital platform performance to identify opportunities for improving the B2C booking experience and increasing sales conversions.

Administrative and Reporting Duties:

• Ensure accurate record-keeping of customer interactions, contract details, and sales transactions.
• Prepare reports on sales performance, spanet analysis, and strategy effectiveness to support managerial review and decision-making.

Project Participation:

• Engage in special projects as assigned, contributing to broader sales and spaneting initiatives that may require cross-functional collaboration and innovative approaches.

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.

Strategic Thinking

Attention to Detail

Sales strategy & planning

Market awareness of OTAs

Negotiation skills

Channel strategy development

Relationship Management

Competitor Awareness

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

Minimum Education Requirement

• Bachelors’ or Masters/MBA/PGDM/PGP/PG degree, preferably in Sales/Marketing

Minimum Requirement

Desired

Experience

• 5-7 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

• 7-9 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