Area General Manager – Germany Based

Synopsis

It’s an exciting time to work for Etihad Airways; we’ve grown from a national carrier to a global aviation group, transforming the industry through creativity and innovation.

With a diversified portfolio of products and services, we care about delivering outstanding travel experiences and ensuring that Etihad is always a choice well made. We do this by leading with thoughtfulness, seeking excellence in everything we do, promoting greater wellness and sustainability for all, and working together to shape the future of aviation.

We currently have an opportunity to join the Passenger Sales organization as General Manager. Based in Germany, you will lead the implementation of sales plans and programs across a widespread area of responsibility or cluster of countries, to ensure consistent growth and achievement of overall Etihad’s sales and cluster revenue targets. Manages a team of country managers and sales managers.

Accountabilities

SPECIFIC RESPONSIBILITIES

• Participate in defining sales strategy and objectives to ensure alignment with overall Etihads objectives and external trends.
• Develop and monitor sales plans to ensure sales strategy is properly implemented across the markets and expected results are reached.
• Define area sales targets and possible channels to be used to ensure consistent contribution to overall Etihads results.
• Manage and coordinate intermediary activities to ensure achievement of agreed targets and respect of terms and conditions.
• Manage the overall direction and coordination of the team to achieve agreed sales targets.
• Develop and implement sales and marketing initiatives to ensure key revenue targets are met
• Develop and maintain excellent relationships with third parties (e.g. travel agencies, corporate customers, governmental authorities) to ensure effective brand positioning among strategic clients
• Develop, manage and stipulate a portfolio of contracts by counselling district sales representatives to ensure that Etihad market positioning is improved and compliant with overall commercial strategy
• Liaise with local governmental authorities to ensure compliance with all local regulations and policies
• Engage with Etihads partners to conduct joint negotiations with clients or intermediaries to optimize company visibility and to exploit new commercial channels and possibilities
• Develop, implement and manage the local sales channel strategy according to Etihad guidelines in order to ensure the maximization of company reach and revenues possibilities
• Monitor sales KPIs and dashboards to identify areas of improvement, new initiatives and propose corrective actions
• Lead the top-to-top meeting with key customers to ensure building of strong relationships in alignment with Companys long term direction
• Develop, implement and manage sales channels selection guidelines to ensure best channels are selected to ensure optimization of commercial investments
• Guide, coach and provide internal / external feedback to the managerial team to develop leadership and professional skills and to ensure increase of revenues
• Cascade, implement and review sales incentives schemes and pay-out for the assigned area of responsibility to ensure timely and proper recognition of sales targets

   

Education & Experience

EDUCATION and EXPERIENCE

• Bachelor’s degree with 7 years commercial airline experience driving revenue for passenger sales
• Management experience leading sales airline teams
• Extensive experience managing senior relationships with key customers, including market leading Travel Management companies (TUI, Detour, AER, Schauinskand Reisen, FTI)
• Represent Etihad internally and externally / act as the Legal representative (PoA holder) if required