Role Purpose:
Strategic sales leader responsible for key regional sales initiatives and strategies across South and South East Asia (SSEA). Account management of GSA partners and prioritised travel agencies within allocated portfolio of markets within the region.
Key Responsibilities and Outputs:
Strategic sales planning and delivery
· Develop and implement sales strategies to maximise Air New Zealand’s revenues, yield and market share within a dedicated portfolio, achieving stated revenue targets within budget parameters (including COS).
· Lead and influence sales planning with Singapore Airlines to maximise revenue and brand outcomes for the SQ/NZ Alliance, building strong and positive relationships with all key stakeholders.
· Lead strategic sales input into key initiatives and innovations eg. Regional sales distribution strategy
· Together with Account Managers, develop and implement indirect joint venture marketing activities which grow incremental sales and achieve revenue targets, leading the development of best practice sales principles.
· Partner with internal Commercial stakeholders to develop relevant and effective remuneration and incentive schemes using volume, revenue or market share targets.
· Negotiate commercial agreements with Trade Partners that optimise performance and result in improved revenue outcomes, whilst maintaining control on costs.
· Promote Air New Zealand’s positive profile through relationship development by supporting key accounts and the wider travel trade community through the identification, development and delivery of product knowledge, training and hospitality where appropriate.
· Analyse market conditions, including the competitor environment, and recommend appropriate action to stimulate demand.
· Create and implement an effective trade communications plan in allocated markets within SSEA including promotions that build Air New Zealand’s preference and conversion opportunities in the markets.
· Plan and escort overseas familiarisation tours when required.
· Representative for the Head of SSEA when requested at meetings, events and functions as when required.
Account Management and Partnerships
· Together with Account Managers, develop a prioritised Account Management plan for indirect channels across all priority markets in SSEA, leveraging and utilising the tools and resources provided by the Global Sales function, ensuring global consistency of account management processes.
· Forge close relationships with key decision makers within all Air New Zealand key accounts and leverage personal influence.
· Undertake weekly performance analysis and reporting on key accounts, utilise insights and respond.
· Provide monthly reports to key accounts on performance and conduct quarterly reviews in person.
· Ensure all trade interactions are tracked in the CRM and that the CRM becomes the priority tool used to support all account management activity.
· Utilise the Professional Selling Skills (PSS) platform to qualify and develop leads, ensuring all elements of the PSS process are recorded in the CRM
· Utilise superior networking skills to explore relationships and opportunities.
Business Performance
· Ensure business plans and annual commercial agreements are implemented in time each financial year.
· Listen and take appropriate action or make recommendations to internal departments, on how products can be enhanced to achieve incremental revenue benefits.
· Use relevant systems to monitor and manage market share performance for allocated markets
· In conjunction with the Commercial Team, develop relevant and effective remuneration and incentive schemes using volume, revenue or market share targets in prioritised markets.
· Ensure that all sales related costs (including COS) are managed within budget parameters.
· Provide the Head of SSEA with performance reports and updates regularly, and when required.
Leadership
· Provide leadership support and sales management guidance to the team, even if not direct reports;
· Be the innovation leader in sales management, looking for and leading change both internally and externally to maximise efficiency in our indirect sales across SSEA
· Develop a leadership position in the SSEA team as the ‘go to’ for sales industry information and technical sales guidance
· Support and deliver ad hoc short-term initiatives when required to stimulate sales
· To be flexible and embrace any tasks or project deemed appropriate by the Head of SSEA
· Promote Health and Safety and identify hazards and ensure actions are taken to eliminate, isolate or minimise these to ensure the company is compliant.
General
· Contribute to and deliver the SSEA Business Plan for the Air New Zealand Group
· Ensure compliance with all regulatory and legislative requirements.
· Contribute positively to and support the SSEA team in the creation of a cohesive and aligned team strategy and operational performance.
Any other tasks as required.
Work Experience:
Mandatory
- Minimum 6 years experience in sales and managing relations with key accounts
- Experience in development and delivery of sales strategies and business plans
- Experience in presenting to a variety of different audiences
Preferred
Experience in developing and implementing tailored training programme
