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Job Description
Synopsis
As Etihad Airways prepares for sustainable growth, we have an incredibly exciting journey ahead, with a clear vision and purpose. We are looking to expand our expertise in our Commercial Sales Planning division to enable us for our future goals.As Manager, Corporate Products & Programs, you will be responsible for the design, development, and delivery of Etihad’s products & programs to Corporations, from the largest global accounts to SMEs. You will build and lead a team that will be responsible for driving Etihad’s sales performance through a refreshed catalogue of Corporate products & programs that deliver true value selling across all corporate segments
Accountabilities
. Analyse EYs managed Corporate portfolio to identify opportunities for optimization, growth and strengthened strategic position through segmentation
. Understand corporate policy and industry drivers impacting corporate travel in each of EY’s markets to drive the enhancement and development of Etihad’s corporate offering
. Conduct market research and competitive analysis to ensure our products remain competitive and relevant
. Develop and implement a strategic roadmap for the entire corporate channel, aligned with overall company goals
. Define key performance indicators (KPIs) and regularly analyse and report on the performance of corporate business globally
. Drive input to Departmental Manager’s overall B2B portfolio management strategies, including targeting criteria, market eligibility criteria, performance management actions and pricing methodologies
. Robust budget management of any Corporate commissions and incentives, offering detailed insights into budget planning and COS on behalf of Global Sales
. Offer costs, and overall economic and value modelling framework for all contracted Corporate programs, including regular evaluation of ROI to enhance effectiveness
. Drive robust sales planning, implementation, and performance management through adoption of effective sales program management tools
. Drive positive engagement with BDUs, frontline sales, revenue management and other stakeholders
. Support the development of analytical systems to build reporting data sets that offer the right level of corporate insight at all levels of the global sales organisation.
Education & Experience
. University degree in a related discipline and +6 years work experience in a related field
. Exceptional leadership and team management skills, with the ability to motivate, inspire and guide a team
. Strong team player, with cultural awareness & understanding required
. Sales experience, or experience in supporting a field sales organization required
. Excellent grasp of broader commercial and revenue knowledge required
. Fully conversant with key principles underpinning Corporate sales products and programs, including dealing economics required
. Solid systems literacy: understanding of CRM platforms, including sales program management data, tools and processes required
. Strong analytical background: Ability to synthesize performance data in a meaningful way – both verbally and in writing required
. Advanced Excel skills required
. Data modelling and relational database knowledge preferred (though not required)
About Etihad Airways
Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world’s leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad’s codeshare partners, Etihad’s network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. Etihad is recognised as one of the world’s leading airlines in response to COVID-19 and was the first airline in the world to fully vaccinate its crew on board.
Etihad sees tackling the climate crisis as the most important issue of our time, and through strategic partnerships with major global aviation brands and OEMs, Etihad is relentless in its pursuit of industry decarbonisation.
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