JOB PURPOSE

• The position of Director - Airline Marketing & Route Development is primarily responsible for contributing to the growth of Bahrain International Airport’s (BIA) Aeronautical Revenues through expanding the Airport's Route Network and its effectiveness while maintaining overall customer satisfaction.

• Thus, he/she is responsible for developing and implementing key account short and long term route development and airline marketing strategies and plans as to achieve and support the retention, acquisition and expansion of air services (flights/frequencies) and air service providers (airlines) for BIA, through managing the relationship both with prospective and existing airlines, undertaking business development initiatives, marketing BIA's unique advantages, tailor cutting the customer value proposition approached by business cases by means of incentives and commonly benefiting marketing strategies, attracting additional aeronautical business to the airport.

• Additionally, the position holder will function as the focal point of contact with planning, scheduling and marketing representatives of international airlines promoting, doing business cases for the route with industry tools that are provided and deal directly with corporate users of air services, research agencies, other airports, professional airport organizations, government representatives and business leaders. This position also includes complete oversight of aeronautical marketing information analysis through the development and provision of an extensive range of statistical, economical, and marketing information and data in professional formats that suit international aviation industry professionals, thus contributing to the successful marketing, expansion, and positioning of BIA. This includes monitoring schedules, fares, frequencies to identify air service target markets for service improvement or creation. The position also includes the ability and a clear focus and knowledge over passenger trends with highlights on data and analysis reports thus recommending short- and long-term solutions and preparations of annual passenger and airline forecasts used for budgeting purposes.

• The job is required to have thorough knowledge of BIAs position compared to the competition to recommend whenever required within the middle east to ensure that the Core Aeronautical Revenues (PSC, Landing, parking, CUPS) achieve growth and further enhance BIA's financial position and revenue growth.

• Responsible for building and maintaining relationships with external BIA stakeholders such as CAA, EDB, BTEA, and the travel industry Commonly promoting team Bahrain initiatives.

KEY ACCOUNTABILITIES

Develop and execute air service development strategy, key initiatives, and tactical plans to expand air service and increase airport usage.

• Self-driven, Identify, study, and manage relations with targeted, un -served and underserved destinations and identify potential airlines operate to targeted destinations, attracting them to operate in BIA.

• Develop and manage airline and commercial.

• house relationship driving acquisition and retention strategy to increase the number of airlines.

• operating at BIA.

• Develop & Manage BIA's stakeholder strategy to support the route development of the airport.

• Develop and implement BIA's potential airlines incentives and marketing strategy to attract more airlines.

• Develop and manage an action plan to achieve the air service strategy.

  Prepares and conducts accurate, effective, and professional air services presentations to foreign and regional airlines.

• Self-study, prepare and present catchment area.

• profile inclusive of demographic, economical and touristic information.

• Prepare an airport profile like facilities provided at the airport and traffic statistics to highlight BIA advantages over another airport in the region.

• Prepare market profile analysis inclusive of market size, top city and traffic leakage with recommendations.

• Develop and communicate creative new route.

• proposals regarding frequencies, schedules, aircraft and routing options to attract more airlines, increase airline profitability, and airlines sustainability in BIA.

• Develop route analysis, studies, and evaluation by identifying market share, load factors, stimulation factors and profitability to offer airlines justifiable proposals.

  Establish, maintain well known to the changes and manage professional relationships with local and foreign airline executives both in corporate headquarters and regional and local offices, including route planning, operations, sales, and marketing.

• Participate in industry events, conferences and negotiation forum (e.g., IATA schedule conferences and Routes), including follow up of customer business. Serve as COM & MKT Division representative/BAC/BIA's representatives at international conference and meetings.

• Coordinate and attend face to face meetings with airlines.

• Develop, manage, and improve relationships with

• airlines and the national carrier of Bahrain well as BIA 's stakeholders.

• Serve as primary liaison between the airport and representatives of airlines, representatives of business community as a decision maker, and others to determine their needs and identify opportunities.

• Communicate through emails or letters with high level management like CEO's and chiefs related to route development issues and potential cooperation.

• Visible management and engage with airlines, travel bodies, local

• government (CAA/MTT), and other parties for the matters pertaining to air services development and service agreement.

  Negotiate agreements with airlines and business leaders concerning new or expanded air services.

• Provide quantified persuasive document to support the negotiation and business cases.

• Negotiate incentive scheme measurable targeted with new airlines communicate and liaise incentives proposal with the discount committee.

• Persuade airlines and negotiate proposals of code share and any other form of cooperation that enhance BIA's network.

• Liaise cooperation/agreement between all airlines operating in Bahrain international airport that will result in growing traffic movement from /to and via BIA.

• Represent BAC on the Discount Committee in addition to other company representatives and lobby for better coordination, additional discounts, incentive policies to enable the successful implementation of the route development plan/strategy.

  Perform fundamental and complex statistical and financial analysis to support the strategic plan for air service development.

• Develop traffic analysis and passenger growth analysis.

• Develop segmentation and market share analysis.

• Develop route evaluation analysis, profit & loss analysis, and recommendations.

• Develop fares and yield analysis.

• Develop and evaluate incentive and airport charges and analysis.

• Regular analysis of traffic to track the traffic.

• development at underserved and unserved routes from Bahrain.

  Assist in developing and implementing marketing action plans to target potential business/airlines for the airport.

• Identify market plan promoting B2B to promote Bahrain in Global events and help attracting new airlines.

• Coordinate with Head-Airlines Marketing to ensure that the airline marketing strategy/plan complements BIA's route development strategy/plan.

• Work with Corporate Communications Department to identify marketing position for BIA to support the route development strategy and business cases, avoiding duplications.

• Consult with the tourism authority and Bahrain Economic and Development board to define a position to promote Bahrain in global aviation events.

  Manage the new airline's relationship through coordinating the approval and operation request for new scheduled and charter airlines.

• The main contact for new airlines and charter operator queries.

• Coordinate the approval process with the CAA.

• Coordinate new airlines meeting with other main stakeholder like BAS, fuel company and tourism authority.

• Coordinate and facilitate airport visits and audit visit for new airlines.

• Work with the operations team for analyzing available airside and terminal capacity needed for passenger growth.

• Coordinate slot approval for new airlines and charter operator with all concerned

• Provide all necessary information regarding traffic movement, studies, operation cost, and revenue for the new airlines to help airline take decision to operate to Bahrain.

• Ensure signage of common user platform system agreement (CUPS) by new airlines and all existing airlines.

• Coordinates new airlines compliance to send SITA messages as per the cup agreement requirement.

  Manage the Aeronautical traffic and revenue forecast of Bahrain Airport Company.

• Short and long term forecast of air traffic movement and revenue.

• Monitoring traffic and revenue performance against forecasted/ budgeted figures.

• Developing and enhancing of the projection models of BIA.

• Report on variance analysis on a monthly basis. Project manager for none core aeronautical revenue projects.

  Manage the analytical, statistical, marketing information reports related to aeronautical and aviation business area.

• Develop and enhance existing airlines annual profile report by highlighting annul performance of the

• airlines and recommended future action

• Comprehensive highly technical, statistical, economic and market studies at Airports in the region to benchmark BIA with another international airport.

• Statistical and marketing information to identify trend in key aviation business areas.

• Develop monthly market intelligence for sharing with airlines and other related bodies.

  Team Leadership

• Serve as a subject matter expert for the team and its internal and external stakeholders to resolve escalated issues and providing guidance to ensure high-quality work is conducted.

• Review and track on key performance metrics for the team, identify areas for improvement and implementing strategies to optimize productivity and efficiency.

• Promote a culture of accountability and continuous learning with the team.

• Develop and maintain strong relationships with internal and external stakeholders to promote the teams’ capabilities and identify new opportunities for growth.

Education / Qualifications

• Bachelor's or master’s degree in marketing, business administration, international commerce, aviation management.

Experience

• 12 years of work experience in aviation industry preferred; five of which must have been related to aviation industry planning, market research and analysis, and/or airline sales and marketing, and route development activities.

• Five years of managerial experience of people and managing multiple teams.