Overview
Reporting Line: The employee reports directly to
Sales Manager Agency
Internal Communication
Business Operations and Admin
Marketing and Ecommerce
K/AM (TMC & Corporate)
External Communication
Productive ARC-Agency accounts including, but not limited to consolidators, tour operators, cruise agencies, consortiums, online travel agents, group specialists.
National Tourism Boards: Joint trade activities
Trade associations: Networking & Sales opportunities
Purpose:
Efficiently grow revenue and share with agency accounts primarily via phone/TEAMS/email/Sales call channels
Duties
Achieve volume, revenue & market share goals with agencies
Own a portfolio of agencies including tour operators, consolidators, consortiums, online travel agencies, cruise agencies, etc
Understand needs of assigned agency accounts (typical ODs, price sensitivity, segment served, NDC, etc ) through agency contacts, internal/external data, and news sources.
Primary communication with accounts expected to be via phone or email channel but face-to-face sales calls should be undertaken as needed. Virtual TEAMs calls is another option.
Keep up to date on latest SIA Group’s fares, product, schedule, and network info
Be a source of market intelligence on competitors’ fares, promotions, and market activities.
On annual basis, identify accounts with highest growth potential and prepare account plans.
Deploy the right solution (incentive schemes, specialty net fares, etc) to grow SIA`s share
Build relationships with agencies and ensure they are up to date on latest promotions, pricing and product.
Ensure incentive contract commitments are executed/achieved on time
Execute interventions to improve performance, including joint marketing campaigns.
File sales reports in SMT with account and sales call information.
Analyze performance of accounts to adjust solutions as needed (Dashboard/Tableau) and document learnings in SMT
Deliver growth from new ad hoc opportunities
Proactively identify Group sales opportunities; execute with help from Sales Ad/Ops (Groups)
Act on leads to develop the no. of mid to large sized agencies for SIA
Stay up to date on local events, disruptions, holidays, competitors `actions to capture temporary or seasonal opportunities that occur
Analyse performance against such opportunities and document results in SMT
Sales team shared duties
Represent SIA in industry events, trade shows, fairs, etc.
Share B2C and B2B marketing materials created in a shared cloud for use by rest of the team.
Be well-prepared for regular sales meetings.
Requirements / Competence
Has a good written/oral communication skill.
Has good computer skills and basic GDS knowledge.
Good product knowledge and analytical abilities to identify the opportunities where SIA offers better overall value versus the competition (timing, network, etc)
Highly sensitive to local market conditions (e.g. shift in market preferences, competitor moves)
Is organized and systematic in managing large number of accounts
Is highly personable; able to identify and build relationships within client organisations
Is flexible and readily available to resolve client issues
Initiate sales activities: Sales blitz, educational seminars, presentations, and road shows. Focus on key objective and ROI. Represent the company at meetings, conventions, trade functions and special events to promote sales, new leads and awareness of SIA’s products/destinations
Is a team player
Parameters of success / collaboration accountabilities
# Of accounts managed
OD uplift and market share
# Of new leads, accounts, opportunities, and incentive schemes
Revenue from own accounts
NDC Pen-rates above 35% for key accounts.
Support key promotions & marketing plans
Oversee resolution of tactical client issues with Sales Ops and Finance
Overall revenue growth of sales division
Coordinate with other AMs (team players) to increase managed agency revenue.
Decision Rights
Client requests
Deployment of agency-specific solutions (incentive agreements, special fares)
Influences marketing & promotion plans
Influences contract exceptions where applicable
When required, the incumbent may be assigned other duties or transferred to another department or location as directed by Management.
Qualifications / Requirements
Minimum of five years’ sales experience in the air travel industry.
Effective interpersonal, communication and presentation skills
Highly motivated with a strong ability to achieve targets and meet deadlines
Innovative sales approach and positive work attitude
Proficient in office IT tools and data analysis.
Basic understanding of GDS’s and NDC value proposition.
Within driving distance to major international airport
Job Type: (Hybrid)-Full-time with benefits
#J-18808-Ljbffr
Sales Manager Agency
Internal Communication
Business Operations and Admin
Marketing and Ecommerce
K/AM (TMC & Corporate)
External Communication
Productive ARC-Agency accounts including, but not limited to consolidators, tour operators, cruise agencies, consortiums, online travel agents, group specialists.
National Tourism Boards: Joint trade activities
Trade associations: Networking & Sales opportunities
Purpose:
Efficiently grow revenue and share with agency accounts primarily via phone/TEAMS/email/Sales call channels
Duties
Achieve volume, revenue & market share goals with agencies
Own a portfolio of agencies including tour operators, consolidators, consortiums, online travel agencies, cruise agencies, etc
Understand needs of assigned agency accounts (typical ODs, price sensitivity, segment served, NDC, etc ) through agency contacts, internal/external data, and news sources.
Primary communication with accounts expected to be via phone or email channel but face-to-face sales calls should be undertaken as needed. Virtual TEAMs calls is another option.
Keep up to date on latest SIA Group’s fares, product, schedule, and network info
Be a source of market intelligence on competitors’ fares, promotions, and market activities.
On annual basis, identify accounts with highest growth potential and prepare account plans.
Deploy the right solution (incentive schemes, specialty net fares, etc) to grow SIA`s share
Build relationships with agencies and ensure they are up to date on latest promotions, pricing and product.
Ensure incentive contract commitments are executed/achieved on time
Execute interventions to improve performance, including joint marketing campaigns.
File sales reports in SMT with account and sales call information.
Analyze performance of accounts to adjust solutions as needed (Dashboard/Tableau) and document learnings in SMT
Deliver growth from new ad hoc opportunities
Proactively identify Group sales opportunities; execute with help from Sales Ad/Ops (Groups)
Act on leads to develop the no. of mid to large sized agencies for SIA
Stay up to date on local events, disruptions, holidays, competitors `actions to capture temporary or seasonal opportunities that occur
Analyse performance against such opportunities and document results in SMT
Sales team shared duties
Represent SIA in industry events, trade shows, fairs, etc.
Share B2C and B2B marketing materials created in a shared cloud for use by rest of the team.
Be well-prepared for regular sales meetings.
Requirements / Competence
Has a good written/oral communication skill.
Has good computer skills and basic GDS knowledge.
Good product knowledge and analytical abilities to identify the opportunities where SIA offers better overall value versus the competition (timing, network, etc)
Highly sensitive to local market conditions (e.g. shift in market preferences, competitor moves)
Is organized and systematic in managing large number of accounts
Is highly personable; able to identify and build relationships within client organisations
Is flexible and readily available to resolve client issues
Initiate sales activities: Sales blitz, educational seminars, presentations, and road shows. Focus on key objective and ROI. Represent the company at meetings, conventions, trade functions and special events to promote sales, new leads and awareness of SIA’s products/destinations
Is a team player
Parameters of success / collaboration accountabilities
# Of accounts managed
OD uplift and market share
# Of new leads, accounts, opportunities, and incentive schemes
Revenue from own accounts
NDC Pen-rates above 35% for key accounts.
Support key promotions & marketing plans
Oversee resolution of tactical client issues with Sales Ops and Finance
Overall revenue growth of sales division
Coordinate with other AMs (team players) to increase managed agency revenue.
Decision Rights
Client requests
Deployment of agency-specific solutions (incentive agreements, special fares)
Influences marketing & promotion plans
Influences contract exceptions where applicable
When required, the incumbent may be assigned other duties or transferred to another department or location as directed by Management.
Qualifications / Requirements
Minimum of five years’ sales experience in the air travel industry.
Effective interpersonal, communication and presentation skills
Highly motivated with a strong ability to achieve targets and meet deadlines
Innovative sales approach and positive work attitude
Proficient in office IT tools and data analysis.
Basic understanding of GDS’s and NDC value proposition.
Within driving distance to major international airport
Job Type: (Hybrid)-Full-time with benefits
#J-18808-Ljbffr