Sales Manager
Position Overview
The Business Sales Manager is responsible to chase, grow and retain corporate clients to maximize the Etihad Rail Mobility revenue, focused on yield revenue target to achieve.
Roles and Responsibility
• Drive and lead the business sales within corporate clients and Business Travel Management Company (TMC) portfolio to ensure sales targets and business objectives are achieved.
• Responsible of managing a portfolio of diverse corporate across all our routes within the commercial corporate framework model.
• Define the clients prospect actions plan to build the corporate client’s portfolio and shape it by profile (revenue, industry sector, organisation…). Roadmap of all activities to define.
• Prepare and implement the strategic plan by corporate client from your portfolio to reach the overall ER Mobility budget target and portfolio management to high standard relationship and retention.
• Negotiate global corporate sales agreements with our corporate clients and implement the fare loading and contract with relevant department (legal, IT, pricing-revenue management).
• Involve with the Head of Sales to define the Corporate commercial agreement including the fare range and other source of revenue such as corporate employee fare, leisure offer for employee, corporate sponsorship.
• Responsible of managing portfolio of Travel Management Company (TMC) linked to corporate client management and optimize sales from other products such as MICE, Charters, public fares range within the TMC commercial agreement.
• Prepare the sales and marketing plan related to your corporate and TMC portfolio based on the overall sales plan (quantitative & qualitative objectives) from the Head of Sales
• Represent the Etihad Rail Mobility Company at industry events, trade shows, conferences to generate leads, market insights and brand awareness.
• Involve with the head of sales to prepare the CRM needs and define the efficient model of use on day-to-day basis (generate reports, prospects clients record, portfolio management)
• To organise and attend tradeshow, sales roadshows, sales training, sales events in accordance with Etihad Rail Mobility, followed with reports and CRM update.
• Ensure that Etihad Rail Mobility product offering is communicated effectively, ensuring that awareness of our product is high.
• Weekly and monthly analysis reports to provide, all competitors analysis, tailored commercial presentation.
Desirable qualifications, skills and experience
Academic Qualifications:
• University degree in Business Administration or relevant discipline
Professional Qualifications:
• Customer Relationship Management software (CRM): Proficiency in CRM software to manage client interactions and sales activities
• Application Programming Interface (API): Proficiency of API booking system to implement.
Position Requirements:
• Frequent travel: 3 days a week
Experience:
• At least 5 years of experience of Sales Management
• Strong Travel Management Company (TMC) or travel agency experience is required
• Experience in managing the end-to-end negotiation processes, contract, implementation, client management including CRM.
• Proven experience in GCC Countries
• Proven experience in managing client’s portfolio
• Proven experience in Transport industry is a plus
Mains Skills:
• English and bi-lingual level of written and verbal skills. Arabic language is a plus.
• Sales and strong negotiation skills
• Strategic planning: Ability to develop and implement effective sales strategies and plans.
• Ability to build and maintain a strong client relationship.
• Organizational skills to manage multiple projects, priorities and meet the deadlines.
• Analytical skills: Ability to analyse sales data, customer feedback and market trends.
• Strong problem-solving skills.
• Experienced with working with multiple internal and external stakeholders.
• Communication skills: verbal communication (presentations, meetings, negotiations) and written communications skills (proposals, reports, marketing materials).
