Senior Manager Sales and Distribution

3 weeks ago

Kempton Park, South Africa SAA Careers Full time

**Job Purpose**:
The role is responsible for the creation of a Sales Centre of Excellence to develop and drive a network-wide sales and distribution strategy to maximize profitable revenue, secure new business and optimize cost of sale. The role scope will encompass all direct and indirect sales channels (including Charter Sales and Airline Training Organization) to ensure global consistency and local relevance across South Africa, Regional and International markets. The role will plan, implement, monitor and adapt the sales & distribution strategy to support the successful achievement of sales and wider commercial KPI whilst adopting a best in class sales organization.

**Principal Accountabilities**:

- Develop and motivate a high-performance team to plan and execute a sales & distribution strategy to achieve global sales and commercial KPIs
- Embed a data-led, QSI/market share based reporting foundation to identify sales opportunities, direct resources and monitor sales effectiveness
- Optimize revenue performance via all sales channels balancing indirect revenue generation and cost of sale without compromising direct sales revenue and volume
- Ensure consistent sales channel management across all geographic regions (online and offline)
- Design, implement and drive channel specific ‘reward for performance’ sales programmes to drive the required performance from partners at the lowest possible cost of sale
- Manage the functional P and L including, but not limited to, oversight of forecasting, planning, budgeting, reporting and cost control
- Ensure extensive stakeholder management, and close working relationship with other commercial and internal functions to ensure optimal group and geographic profitability
- Develop effective sales relationships with key partners (trade, corporates, tour operators, GSAs and hospitality institutions). Establish Trade NPS reporting to measure success
- Ensure the sales organization is relentless in identifying and delivering new sales opportunities and adopting emerging industry best practice
- Lead and motivate the sales function to achieve sales revenue objectives and trade NPS
- Deliver maximum commercial benefits from Alliance membership and airline partnerships (incl. Airline franchises, where legally permissible) across African and international markets
- Lead and drive talent management, performance management, training and development
- Build the department’s capacity (structure, capability, competence) to enable achievement of objectives, focusing on developing a pipeline of strong talent

**Qualifications & Experience**:

- Bachelors’ degree in Commerce or related field at NQF level 7 with 7 - 10 years Airline Sales and Travel Distribution experience of which 5 years is at a leadership level OR 10 - 15 years’ Airline Sales and Travel Distribution experience of which 7 years is at a leadership level
- Demonstrated ability to consistently translate data into action
- Demonstrable experience of directing and managing innovative change and continuous improvement, ensuring excellent organisational performance and outcomes
- Direct experience of working internationally and advanced geopolitical awareness will be an advantage

**Knowledge and Skills**:

- Industry knowledge across key airline disciplines including sales, distribution and marketing with a strong understanding of scheduling, pricing and revenue management
- Able to provide analysis and insight based on data
- Understanding and anticipating trends and market intelligence
- Detailed knowledge of South African, Regional and International competitive landscape
- Analytical skills
- Influencing skills
- Commercial and Financial Acumen

**Attributes**:

- Leads with courage
- Leads high performance teams
- Coaches and mentors
- Leads transformation and change
- Drives innovation
- Visionary and inspirational leader
- Cultural and inclusive leader

**Additional Information**:
SAA is using an online recruitment tool. Applicants are required to complete an individual registration profile capturing essential personal and career selection criteria. Applicants must please note that they only need to complete the online registration once and thereafter they can update their online profiles as and when necessary.

This applies to all internal and external applicants.

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