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Manager, Leisure and Specialist Sales - London - UK - 20358

Location: LONDON, MIDDLESEX, United Kingdom
Posting Start Date: May 16, 2018
Posting End Date: May 30, 2018

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Job Description

Description

Are you passionate about reaching new heights, teamwork and making a meaningful contribution? Do you picture yourself as a valued member of an industry-leading organization? If you answered yes to these questions, Air Canada is seeking enthusiastic individuals to join the diverse and vibrant team working together to lead the growth and expansion of Canada’s flag carrier.

This role is suitable for a highly dynamic, results driven and creative individual, responsible for planning, developing and implementing strategies to maximise AC’s revenues, yield and market in the UK leisure market to Canada and beyond. They will also be responsible for managing certain key account relationships directly, and sourcing new revenue streams, prospecting for new and lucrative opportunities to drive more leisure sales in the premium cabins, negotiating commercial agreements with key leisure agents and promoting Air Canada through own existing network of senior decision makers, through the current portfolios, and through third party stake holders.

The successful candidate will lead and coach the Key Account Manager for Leisure Sales, as well as deputising for the General Manager Sales UK & I at events and functions.

  • Exceed Revenue Plans.
  • Exceed 6th Freedom and Premium revenue targets.
  • Demonstrate detailed analysis of all statistical data to understand trends, and opportunities within the Leisure market.
  • Analyse what Air Canada does well in the UK leisure market, and make recommendations as to where the Company can improve.
  • Review current account performance and identify strategic opportunities for growth.
  • Create, implement and monitor, in conjunction with the GM Sales UK&IRE, the business plan for Leisure Sales.
  • Actively participate in the ongoing development of a strong and highly focused sales team, including coaching and monitoring the performance of the Leisure Account Manager through visible and positive leadership, contributing to the success of the wider UK&I team
  • Contribute to internal and external meetings including Commercial Team meeting as required.
  • Embrace and monitor personal performance, and performance of the Key Account Manager, via the Performance Management Process
  • Develop detailed and robust annual account development plans and sales activity plans.
  • Monitor and analyze competitor activity, and make recommendations on what action, if any, the Company should undertake to counteract this.
  • Under the direction of the GM Sales, UK&I, negotiate preferred carrier agreements with major travel agency chains, monitor contract compliance and implement corrective action when required.
  • Seek out and develop new business opportunities across Air Canada’s global network.
  • Maintain and develop relationships with selected key agency accounts to maximise revenues and market share, including:
    • Provide training sessions for key industry partners to assist them in selling Air Canada products.
    • Leverage and maximize A++ Joint Venture & Star Alliance sales opportunities.
    • Work with the A++ Joint Venture in securing additional business for the partnership and act as the Customer Lead Carrier representative for designated accounts.
    • Establish key account sales goals, and ensure business plans and annual commercial agreements are implemented by the start of each calendar year for assigned accounts. Be flexible and make sure additional incentives are rolled out when required in order to meet revenue goals.
    • Increase contacts with front line staff in designated accounts, as well as leveraging personal influence with the key decision makers. Ensure all relationships are broad and deep.
    • Proactively seek new business opportunities through key Leisure Trade partners
    • Understand the strengths and weaknesses of each account within the portfolio.
    • Constantly review metrics to ensure the key accounts deliver their revenue targets – and take relevant action swiftly to address any revenue shortfalls
    • Understand potential cost of sale impact
  • Plan and escort overseas familiarisation tours for account portfolio/sales territory.
  • Plan and attend trade and consumer shows as required.
  • Learn and practice A++ protocols, attend all the relevant A++ meetings and maximize the benefits of the Atlantic Joint Venture.
  • Learn the key features/benefits of AC’s product offering in the UK market.
  • Update personal knowledge of automated systems including GDS and aircanada.com to ensure travel industry partners sell Air Canada products effectively.
  • Build deep and robust relationships with internal stakeholders at AC, including pricing, revenue management, and network planning.
  • Monitor changes/trends within the travel industry and amongst competitor airlines to ensure Air Canada remains competitive in the UK market.
  • Prospect for new opportunities to improve yield, and identify strategic opportunities for growth.
  • Detailed analysis of all statistical data to understand trends, and opportunities within the leisure market.
  • Maintain a weekly call plan and maintain meeting records for reporting and auditing purposes through Salesforce.

Qualifications

  • Experience of managing/developing a team
  • Strategic business and financial acumen and a mix of business management skills
  • Good presentational skills
  • Excellent written and verbal skills
  • Good negotiating skills with the ability to work effectively in a dynamic market
  • Valid driving licence
  • Experience of working in an international airline Sales or TMC organisation is desirable.
  • Trained in MS Office applications (Excel, Word, Powerpoint and Outlook)
  • Experience of CRM tools, ideally Salesforce
  • Excellent time management and task organisational skills
  • Highly organised and results driven, with the ability to function under a high workload with multiple tasks and changing priorities.
  • Must be flexible to attend evening events
  • Must be able to travel
  • Must have the right to work in the UK

 

LINGUISTIC REQUIREMENTS

(English)

At Air Canada, we want to fly higher when it comes to employment equity. We, therefore, encourage applications from Aboriginal peoples, women, members of a visible minority and persons with a disability.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted.

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