Senior Sales Manager

Air New Zealand is continually capturing the world's attention for its great culture, outstanding customer service and world class innovations. You'll very quickly discover that we are all about our customers and our people.

To continue this success story and to grow and develop the business, we are looking for a commercially astute and results-driven professional to join Air New Zealand’s South and South East Asia team as Senior Sales Manager based in Singapore.

This role is of critical importance for Air New Zealand’s success within the SSEA region. The role will own and lead the Sales function across the region, including the leadership of team members and having responsibility for the planning and delivery of sales activity to deliver to revenue targets.

We’re looking for a strategic sales leader with a deep understanding of the travel and aviation landscape across South and South East Asia, who can provide thought leadership and partnership management for Air New Zealand’s sales function. Leading direct reports and GSA partners, the successful candidate will be an experienced and effective people leader who enjoys coaching and developing others, and thrives when leading a small, yet high performing team.

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 across the region, achieving stated revenue targets within budget parameters (including COS).

· Lead and manage the SSEA Sales team, ensuring all aspects of trade accounts are managed successfully to provide for optimised sales, increased market share and high levels of partner satisfaction and retention.

· Lead and influence sales strategies with Singapore Airlines across the region 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 regional initiatives and channel innovations eg. Regional sales distribution strategy, agent engagement strategy

· Lead team, and partner with Marketing team members, to develop and implement indirect joint venture marketing activities which grow incremental sales and achieve revenue targets

· 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.

· Lead team to create and implement an effective trade communications plan for SSEA markets including promotions that build Air New Zealand’s preference and conversion.

· Plan and escort overseas familiarisation tours when required.

· Representative for the Head of SSEA when requested at meetings, events and functions.

People Leadership

· People leader of direct reports internally and GSA partners across 6 countries in the region

· Foster a strong team culture that positions Air New Zealand as a preferred airline partner with strong service delivery for agents and other industry stakeholders

· Drive a high engagement and high performing culture within the Sales team, and foster strong collaboration with other business areas eg. Revenue Management, Commercial, Marketing

· Provide sales coaching to team to improve revenue outcomes and relationship strength

· Provide support for any tasks or project deemed appropriate by the Head of SSEA

Business Planning and Performance

· Lead the collection and analysis of market intelligence for business planning in SSEA, recommending appropriate action to increase market share and revenue.

· Ensure business plans and annual commercial agreements are implemented, identifying opportunities to improve efficiency and/or commercial outcomes for the business

· Provide weekly performance analysis and reporting on SSEA indirect channel performance, including key account performance and actions to optimse revenue results

· Use relevant systems to monitor and manage market share performance for allocated markets

· Ensure that all sales related costs (including COS) are managed within budget parameters.

Account Management and Partnerships

· Lead team to develop a prioritised Account Management plan for the indirect channel across SSEA, utilising the tools provided by the Global Sales function and ensuring global consistency of best practice account management processes.

· Establish strong commercial relationships with key decision makers within all Air New Zealand key accounts and within travel industry across SSEA markets.

· Provide monthly reports to key accounts on performance and conduct quarterly reviews in person.

· Ensure trade interactions across the Sales function 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

General

· Ensure compliance with all regulatory and legislative requirements.

· Promote Health and Safety and identify hazards and ensure actions are taken to eliminate, isolate or minimise these to ensure the company is compliant.

· Contribute positively to and support the wider SSEA regional team in the creation of a cohesive and aligned team strategy and operational performance.

Work Experience

• Minimum 10 years experience in sales and managing relations with key accounts
• Minimum 6 years experience in managing direct reports
• Experience in development and delivery of strategic sales planning within a complex business
• Preferred – experience within the aviation industry

Education

· University graduate in a business discipline or equivalent relevant experience

Certifications

Preferred

· Sales / Business qualification

· IATA recognised qualification

Key Skills

• Ability to effectively lead direct reports and external partners
• Robust relationship building skills with a strong customer focus
• Ability to work in and adapt to a dynamic internal and external environment of rapid change
• Strong strategic planning skills and ability to articulately communicate key drivers in the business
• Ability to negotiate & influence effectively and tactfully, including across different cultures
• High level of self awareness & interpersonal skills, able to engage across cultures and with stakeholders across all levels within abusiness
• Confidentand proactive individual that is curious and results driven.
• A seasoned, articulate presenter, with the ability to quickly gain the attention and confidence of internal and external stakeholders
• Strong collaborator, able to navigate situations with competing priorities and views
• An analytical and lateral approach to problem solving and an ability to make logical and well reasoned decisions
• Broad understanding of CARINA and the functionality’s of multi and single access CRS systems including Galileo, Sabre and Amadeus
• Knowledge of pricing / revenue management methodology and general understanding of the economics of aviation
• Computer literacy with intermediate knowledge of all Microsoft applications

Air New Zealand is continually capturing the world's attention for its great culture, outstanding customer service and world class innovations. You'll very quickly discover that we are all about our customers and our people.

To continue this success story and to grow and develop the business, we are looking for a commercially astute and results-driven professional to join Air New Zealand’s South and South East Asia team as Senior Sales Manager based in Singapore.

This role is of critical importance for Air New Zealand’s success within the SSEA region. The role will own and lead the Sales function across the region, including the leadership of team members and having responsibility for the planning and delivery of sales activity to deliver to revenue targets.

We’re looking for a strategic sales leader with a deep understanding of the travel and aviation landscape across South and South East Asia, who can provide thought leadership and partnership management for Air New Zealand’s sales function. Leading direct reports and GSA partners, the successful candidate will be an experienced and effective people leader who enjoys coaching and developing others, and thrives when leading a small, yet high performing team.

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 across the region, achieving stated revenue targets within budget parameters (including COS).

· Lead and manage the SSEA Sales team, ensuring all aspects of trade accounts are managed successfully to provide for optimised sales, increased market share and high levels of partner satisfaction and retention.

· Lead and influence sales strategies with Singapore Airlines across the region 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 regional initiatives and channel innovations eg. Regional sales distribution strategy, agent engagement strategy

· Lead team, and partner with Marketing team members, to develop and implement indirect joint venture marketing activities which grow incremental sales and achieve revenue targets

· 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.

· Lead team to create and implement an effective trade communications plan for SSEA markets including promotions that build Air New Zealand’s preference and conversion.

· Plan and escort overseas familiarisation tours when required.

· Representative for the Head of SSEA when requested at meetings, events and functions.

People Leadership

· People leader of direct reports internally and GSA partners across 6 countries in the region

· Foster a strong team culture that positions Air New Zealand as a preferred airline partner with strong service delivery for agents and other industry stakeholders

· Drive a high engagement and high performing culture within the Sales team, and foster strong collaboration with other business areas eg. Revenue Management, Commercial, Marketing

· Provide sales coaching to team to improve revenue outcomes and relationship strength

· Provide support for any tasks or project deemed appropriate by the Head of SSEA

Business Planning and Performance

· Lead the collection and analysis of market intelligence for business planning in SSEA, recommending appropriate action to increase market share and revenue.

· Ensure business plans and annual commercial agreements are implemented, identifying opportunities to improve efficiency and/or commercial outcomes for the business

· Provide weekly performance analysis and reporting on SSEA indirect channel performance, including key account performance and actions to optimse revenue results

· Use relevant systems to monitor and manage market share performance for allocated markets

· Ensure that all sales related costs (including COS) are managed within budget parameters.

Account Management and Partnerships

· Lead team to develop a prioritised Account Management plan for the indirect channel across SSEA, utilising the tools provided by the Global Sales function and ensuring global consistency of best practice account management processes.

· Establish strong commercial relationships with key decision makers within all Air New Zealand key accounts and within travel industry across SSEA markets.

· Provide monthly reports to key accounts on performance and conduct quarterly reviews in person.

· Ensure trade interactions across the Sales function 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

General

· Ensure compliance with all regulatory and legislative requirements.

· Promote Health and Safety and identify hazards and ensure actions are taken to eliminate, isolate or minimise these to ensure the company is compliant.

· Contribute positively to and support the wider SSEA regional team in the creation of a cohesive and aligned team strategy and operational performance.

Work Experience

• Minimum 10 years experience in sales and managing relations with key accounts
• Minimum 6 years experience in managing direct reports
• Experience in development and delivery of strategic sales planning within a complex business
• Preferred – experience within the aviation industry

Education

· University graduate in a business discipline or equivalent relevant experience

Certifications

Preferred

· Sales / Business qualification

· IATA recognised qualification

Key Skills

• Ability to effectively lead direct reports and external partners
• Robust relationship building skills with a strong customer focus
• Ability to work in and adapt to a dynamic internal and external environment of rapid change
• Strong strategic planning skills and ability to articulately communicate key drivers in the business
• Ability to negotiate & influence effectively and tactfully, including across different cultures
• High level of self awareness & interpersonal skills, able to engage across cultures and with stakeholders across all levels within abusiness
• Confidentand proactive individual that is curious and results driven.
• A seasoned, articulate presenter, with the ability to quickly gain the attention and confidence of internal and external stakeholders
• Strong collaborator, able to navigate situations with competing priorities and views
• An analytical and lateral approach to problem solving and an ability to make logical and well reasoned decisions
• Broad understanding of CARINA and the functionality’s of multi and single access CRS systems including Galileo, Sabre and Amadeus
• Knowledge of pricing / revenue management methodology and general understanding of the economics of aviation
• Computer literacy with intermediate knowledge of all Microsoft applications