Air New Zealand Sales Manager South & West India (Mumbai)

Position Title: Air New Zealand Sales Manager South & West India (Mumbai)

Direct Reporting Line:Senior Sales Manager South and South East Asia (Singapore)

Secondary Reporting Line: Director Global Destinations (Mumbai)

India is a priority growth market for Air New Zealand and Global Destinations have been contracted as the General Sales Agent to represent Air New Zealand in this market. The role of the Sales Manager South & West India is to lead and deliver the Air Zealand sales strategy and activity in South, with an initial focus on Mumbai and surrounds. The role will aim to specifically develop and grow high value FIT leisure sales from India to New Zealand on Air New Zealand and alliance partners flights. The role will be overseen by Global Destinations but will be led strategically and on a day to day basis from the Air New Zealand SSEA regional team based in Singapore. Sales/reservations support will be provided by the Global Destinations team in India.

KEY OUTPUT

In conjunction with the Air New Zealand SSEA regional team, develop and implement an annual South & West India indirect (trade) sales strategy to achieve revenue targets, within set budget parameters.

Manage indirect distribution channels with a focus on reducing cost of sale, improving regional profitability and mix of business.

Negotiate and manage commercial agreements with travel agency to achieve revenue targets, within agreed budget parameters.

Monitor and analyse competitor activity, making recommendations on what action, if any, for the company to take.

Proactively develop key relationships that will add value to destination New Zealand and Air New Zealand's growth strategy in India including alliance partners.

Collaborate with the wider Air New Zealand regional team, across Sales and Marketing, to collectively build insights and market presence across India.

Represent Air New Zealand at trade and consumer events as appropriate and when required.

Develop focussed and prioritised annual account management and sales activity plans, with consideration given to the strengths and weaknesses of each account.

Implement an aggressive call plan and schedule.

Leverage personal influence within the account portfolio, particularly at a branch and regional level.

Monitor account performance on a monthly basis using all tools available.

Promote Air New Zealand's positive profile through relationship development by supporting key accounts with the delivery of product knowledge and training where appropriate.

Exceed the revenue target set for the market.

Undertake sales and account development activity within agreed budget parameters, including CoS.

Provide recommendations to Air New Zealand's regional office on how products can be enhanced to achieve incremental revenue benefits

Participate in quarterly and annual planning processes.

Complete and submit all required reports in a timely manner

Ensure all sales activity in the region achieves the desired ROI and falls within required CoS budgets.

Champion health and safety.

Comply with local Occupational, Safety and Health standards.

Ensure personal health and wellbeing is managed actively.

Maintains a safe working environment ensuring all OSH requirements are met.

Utilise operational safety procedures consistent with company and legislated practices.

Take a proactive approach to personal wellbeing and development.

Keep personal skills up to date and ensure knowledge of the industry is current and relevant.

Ensure all objectives and personal development plans are met.

Contribute to the development and delivery of the SSEA regional strategy for Air New Zealand

Ensures compliance with all regulatory and legislative requirements.

Contributes positively to and supports the Air New Zealand Area Manager and Sales Manager as well as the wider SSEA team, in the creation of a cohesive and aligned India strategy and operational excellence in its delivery.

Any other tasks as required.

Key Success Factors

Have a passion for winning. Winning is defined as sustainable profitable growth. It's placing a fresh emphasis on innovation, stepping out of our comfort zones to challenge the status quo to secure the result. Continuously display passion for performance and excellence, through collaborating in a positive way with both internal and external stakeholders.

It's externally focused on customers and our trade channels, as this is where our results are achieved. It's bringing the voice of the customer and the channel into everything we do.

This is performance-driven leadership. I will deliver against objectives, holding myself to the highest standards. I will also hold other people accountable by setting clear expectations and then giving feedback on progress. It's taking responsibility for our overall performance, not just by delivering my results but by helping others deliver. Finally, it's personally driving change and using operational discipline to deliver on the promise

Skills Profile

Essential Skills / Relevant Experience / Qualifications

Minimum of 5 years airline sales experience covering South and West India market

Ability to strategically manage accounts.

Excellent consultative sales skills and a strong level of understanding of human behaviour.

Excellent time management and task organisational skills.

Excellent verbal and written communication skills and the ability to liaise and consult with staff at all levels, including senior staff and external key decision makers.

Ability to function under a high workload with multiple tasks and changing priorities.

Customer and team focus.

Proficient in the use of Microsoft Office Software and a comprehensive understanding of required systems.

Flexible, willing to work outside normal business hours with promotional activities and public presentations

Knowledge of business environment.

Knowledge of Airline and Travel Industry trends in India and the wider national and international economy.

Relationships and connections into senior trade contacts and networking skills.

Enthusiastic and result focused

Analytical, commercial and financial thinker

Experience in working within matrix structures and reporting lines.

Ability to demonstrate sound business planning and sales management skills.

Ability to tailor and present business cases and concepts to a wide range of internal and external audiences.

Advanced problem solving skills.

Possesses practical and up-to-date understanding of distribution systems and processes, including experience in reservations and ticketing.

Experience working with partners, including with alliance partners

Core Sales Competencies

Prospecting, Investigating Needs, Presenting Solutions

Commercial Acumen

Ongoing Management

Market Insights

Innovation-led Growth

Campaign Development/Execution

Values and Leadership Behaviours

High ambition for themselves & the business

Ability to prioritize and identify what is important

A passion to achieve externally and be a leader in the global marketplace

Enthusiastically improves business results

Thinks and acts innovatively

Takes pride in challenging the status quo

Sensibly takes risks

Is clear on their role and impact of it

Collaborates on ideas and problems together

Makes positive contributions within and across teams to achieve

Challenges self and inspires others

Influences others without relying on hierarchy

Values diversity in thinking and in people

Can connect with people on a personal level

Grows and develops others

Has high standards ensuring a quality outcome every time

Keeps it simple and prioritises what matters

Delivers with consistency and discipline

Thinks deeply and acts quickly

Does not let complexity and/or conflict get in the way of progress

Keeps mind open for new ideas

Focuses on what's causing issues and works with others to resolve

Strives to do things better

Understands how their work connects with the work of others

Is curious about and connects with the world Air New Zealand operates in

Has passion for all customers both internal and external

Walks in the shoes of customers

Seeks to understand what customers value

Turns customer insights into business ideas

Treats customers with respect and builds relationships with them

Goes the extra mile for customers

Shares the best of Air New Zealand with our customer

Involves the customer in generating ideas and solving problems

Acts as a role model

Is loyal to the Air New Zealand Group

Does what is right for the Air New Zealand Group

Treats people with dignity, respect and trust

Always demonstrates integrity

Sets clear expectations for themselves and others

Keeps commitments

Delivers results through collaborating with others

Has real conversations; gives constructive feedback and is open to receiving it

Stands up for what is right and confident to call it

Makes the difficult decisions when needed