Regional Manager Commercial Operations

3 weeks ago

Doha, Qatar Qatar Airways Full time

We are pleased to announce an incredibly exciting opportunity to join our Commercial team in Doha as Regional Manager Commercial Operations for the SWP & SEA Region.

**Job Purpose**

Provide advice to SVP and VP Sales on formation of short and long term strategies to maximise all commercial opportunities in the regions. Gather market intelligence to understand / anticipate impact of competitor performance on performance and the review of Revenue forecast to ensure they are stretching and are achievable. To ensure actions are taken by relevant stakeholders in HQ and field to improve the commercial performance of the points of sale and the routes in the region.

**Accountabilities**
- Act as "route guardian" for the routes covered in region to ensure opportunities are flagged to relevant POS in other regions (e.g. routes in West region need to be supported by POS in the East and vice versa).
- Balanced Scorecard - Ensure resources at market level are aligned to support the required commercial objectives and channel shift objectives such as more corporate or TMC mix or more direct sales while balancing OTA.
- Global Sales - facilitate and guide the central streams of corporate, Leisure, VFR, Student, Marine to identify and assign tasks to relevant market level stakeholders to support the global teams objectives.
- Work with PRM to agree on public tariff benchmark principles of pricing vis-a-vis other competitors across all markets, where there is misalignment work with stakeholders to get agreement.
- Sales Pipeline - ensure all sales teams are actively working on sales pipeline to develop new customer segments and opportunities.
- NDC - Work with distribution team to grow proportion of overall traffic in station booked via NDC to reduce distribution costs, consider segment opportunities such as VFR and other private channels via NDC rather than GDS distribution.
- PLB - Agree with Global sales on budget requirements for region. Liaise with stations on required budget and implementation of PLB to agent groups.
- Offline / GSA - Close collaboration with Offline Sales Managers on development of offline POS. Evaluating of GSA requirements and potential for moving from offline to online destination.
- In conjunction with VP develop strategy and assist individual countries to develop annual business plans with relevant KPI's to support overall strategy.
- Attend the WBMM to represent the sales region and ensure action points highlighted are taken away and actioned by relevant field or HQ teams.
- Work with VP in budgeting process to ensure that relevant yield and volume targets are allocated for region and by country.
- Accountable for key projects as directed by SVP.
- Perform other department duties related to his/her position as directed by the Head of the Department
- Co-ordinate monthly or weekly as required tripartite meetings with primary stakeholders in PRM and Country sales teams to agree on actions taken to improve performance, this can be done through agency and OD level analysis of market share versus competition and revenue performance to gain feedback from field on required action to improve the performance.
- Work closely Country managers to ensure adoption of technology and systems.
- Work in close cooperation with the VP and frontline sales team to facilitate discussions and negotiation with HQ stakeholder.
- Provide advice to SVP and VP sales on formation of short and long term strategies to maximize all commercial opportunities in the region through forward booking analysis, identification of trends in booking and OD share by market by sales channel.

Qualifications
- Bachelor’s Degree or Equivalent
- 8 years of job-related experience
- In depth Knowledge of Commercial Management within Airline industry.
- Understanding of Revenue Management.
- Expertise in Airline Competitive Benchmarking.
- Strategic thinking.
- Collaborate across different silos of stakeholders.
- Command of English language.
- Managerial skills - Ability to delegate work, set clear direction and manage workflow. Strong mentoring and coaching skills. Ability to train and develop subordinate's skills. Ability to foster teamwork among team members.

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