Job details
Job Description
Primary Objective
Reporting to the Senior VP Commercial, the Vice President (VP) Sales and Distribution provide leadership and coordination in the execution of policies relating to all sales and distribution functions within the company, by developing and implementing a robust sales and distribution strategy to achieve commercial targets.
Principal Accountabilities and Responsibilities:
Overhaul, develop and implement the Sales & Distribution strategy in consultation with SVPC and in line with the commercial strategy for the company
Define the appropriate sales organization to deliver growth and commercial targets
Lead and manage all sales activities to maximize market share and revenue across all distribution channels
Oversee and manage all aspects of sales and, distribution channels determining corporate positioning, customer segment selection, penetration plans and product positioning
Manage, lead, motivate and mentor a high achieving professional sales team
Develop, promote and secure contracts with travel trade, TMCs, government, corporate/SMEs, GSAs and PSAs
Develop market growth opportunities including introduction of new distribution channels and sales outlets to increase and maximize revenues
Define and direct internal and external sales programmes, campaigns and incentives
Work closely with VP Marketing/SVPC to develop and manage channel and partner strategies and programmes
Oversee product introduction, sales training, presentations, sales tools and general sales support for the business.
Analyze sales forecasts and business data making recommendations to adjust tactics in order to increase market share, load factors and maximize revenues/yield
Build the Company brand through input into all aspects of marketing communications, including but not limited to PR, advertising, trade shows, sponsorships, collateral material, product development, social media, events, promotions and web content
Implement customer retention programmes and improve sales cycle, policies, procedures and service standards
Work closely with the Senior Management to identify and develop opportunities, raise venture/financing, communicate and present to Financial partners/ECAs/Manufacturers
Define the company's revenue budget and sales targets for the regions/personnel
Manage special projects including JVs, alliances and code share agreements
Directly oversee high value customers, contracts and top tier corporate accounts
Develop and implement interline agreements and negotiate prorate agreements
Develop relationships with suppliers for product development including CRS/GDS providers, IATA and industry partners
Manage integrity of revenue collection; ensure payments are in accordance with contractual provisions, shortfalls are collected and debt is recovered
Provide market support for Arik Air International as required
Represent Arik Air Ltd interests internationally as required
Ensure Performance Plans and Reviews, including training and development requirements are completed for direct reports and all members of the sales team
Perform other duties as required by the Board and Deputise for SVPC when needed
Who Will Our Client Hire?
The position is based in Lagos, so please don't apply if that location doesn't suit you
Masters degree or equivalent in an appropriate discipline
Minimum of 10 years proven experience in all aspects of airline commercial activities at a senior level with special focus on sales and distribution
Extensive leadership and management experience developed in the aviation industry
Proven strategic planning ability with commercial acumen with advanced analytical skills
Strong written communication skills with ability to draft board papers, contracts and commercial agreements
Advanced IT skills with particular emphasis on Microsoft Office applications (Word, Outlook, Power Point, Access, Excel), and good working knowledge of GDSs, CRS, DCS, MIDT and Revenue Accounting financial systems
Experience in Customer Relationship Management (CRM) and FFP schemes would be an advantage
Proven ability to develop and maintain relationships within all levels of the Company, Executives, the Board, statutory authorities, government representatives and clients.
Unrestricted passport with ability to travel at short notice to local, regional and international destinations
WORKING RELATIONSHIPS
Arik Air Board and Senior Executives and Managers
Government Representatives/Corporate Organizations, including the Executive branch
Statutory and regulatory authorities
POSITION DIMENSIONS
No of Employees: 325+
Full delegation to act in absence of SVP Commercial
To Apply
Please apply as requested on the ARIK at Betts page of the Betts Recruitment website
Selection/Interview Process
The Betts Team will review, shortlist and recommend Candidates to our Client - based on your CV. From these recommendations, our Client will then invite their own shortlisted selection of Candidates to attend a face to face Interview at their offices.
We will make sure you receive feedback about your application as soon as possible.
This job expired on 16/02/2012
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