Manager Commercial Strategy

7 months ago

Doha, Qatar Qatar Airways Full time

About the role

We are hiring for skills to be responsible for defining the Sales and Distribution Strategy of Qatar Airways’ Joint Businesses and Strategic Alliances, including partnerships with American Airlines, IAG (British Airways / Iberia) and Virgin Australia.

In coordination with Qatar Airways Global Sales, Regional / Local Sales and the Partners respective Sales organisations, lead in defining and structuring agency and corporate dealing frameworks. Outputs should account for differences between channels and geographies, while ensuring they are scalable and work in harmony between the different Partnerships and Qatar Airways’ independent deals.

You will be responsible for Joint Distribution Strategy with each of the Partners, in coordination with Qatar Airways and the Partners’ Distribution, Sales and Revenue Management organisations.

Duties would include:

- Develop plans that account for each Carrier’s direct and indirect distribution strategies to increase selling opportunities through new and cost efficient distribution channels such as NDC.
- Lead the execution of each Sales and Distribution Business Plan across all in-scope geographies; and of monitoring, reporting and communicating the joint accounts’ performance, including identification of opportunities and action plans to deliver incremental value for the partnerships.
- Lead the governance of each Sales Stream from the Sales Board to Working Group levels.
- Responsible for training Qatar Airways’ account managers and the implementation of best practices. Define and implement end-to-end dealing processes including through CRM (e.g. Salesforce) and dealing tools.
- Working alongside Sales Operations, responsible for ensuring delivery of seamless servicing with Joint Business partners.
- Deliver revenue, yield, RASK and other KPIS / targets as agreed under each Strategic Alliance.
- Define joint dealing frameworks for all segments covered by the Strategic Alliances and Joint Businesses, including Corporate, TMC, Leisure and others.
- Execute training programs for Qatar Airways and Partners’ Account Managers to facilitate the effective implementation of joint deals across all in-scope geographies with Global, Regional and Local Sales teams.
- Define the joint distribution strategies, including GDS vs. NDC, and action plans to maximize revenue generation via optimal and cost effective channels.
- Identify initiatives and opportunities across all channels and segments (including by Point of Sale, market, O&D, cabin, agent etc.) to generate incremental return for the Strategic Alliances.
- Create a detailed reporting suite covering all relevant metrics and communicate sales performance to internal and external stakeholders at agreed cadence.
- Lead the development of end-to-end joint dealing flows.
- Build strong relationships with all influencers and decision markets to achieve each Strategic Alliance’s objectives.
- Represent Qatar Airways in the Sales Board of each Strategic Alliance partnership and in other Management and Governing Boards.

Be part of an extraordinary story

Your skills. Your imagination. Your ambition. Here, there are no boundaries to your potential and the impact you can make. You’ll find infinite opportunities to grow and work on the biggest, most rewarding challenges that will build your skills and experience. You have the chance to be a part of our future, and build the life you want while being part of an international community.

Our best is here and still to come. To us, impossible is only a challenge. Join us as we dare to achieve what’s never been done before.

Together, everything is possible.

Qualifications

About You

We are looking for a passionate and experienced professional to join the Strategic Alliances Team.
- A bachelor’s degree qualification.
- 8+ years of experience of job-related experience.
- Previous experience in Management, Pricing, Network Planning or Sales
- Proven technical expertise in Partnerships and Alliances
- Experience of business planning and associated processes in a complex, multi-stakeholder environment.
- Deep understanding of the airline partnership business and airline profitability metrics.
- Deep knowledge of airline industry revenue planning processes, including capacity/network planning and revenue forecasting.
- Strong interpersonal skills, including written and spoken presentation.
- Excellent problem-solving skills.
- Strong commercial acumen.
- Strong analytical and systems-thinking skills.

About Qatar Airways Group

Our story started with four aircraft. Today, we deliver excellence across 12 different businesses coming together as one. We’ve grown fast, broken records and set trends that others follow. We don’t slow down by the fear of failure. Instead, we dare to achieve what’s never been done before.

So whether you’re creating a unique experience for our customers or innovating behind the scenes, every person contributes to our proud

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