MAIN OBJECTIVES

The Director of Sales will have overall responsibility for maximizing Gulf Air revenue by creating opportunities in travel markets worldwide.

Plans, executes, and monitors the revenue generating activities of Regional Sales Managers, Country Managers, General Sales Agents, Travel Agents, and Retail Sales Outlets system wide.

Responsible for the administrative work of planning and directing the development and implementation of the company’s worldwide policies with respect to the company’s relationship with Other Airlines, Industry Associations, Travel Agents (IATA or non-IATA), and General Sales Agents.

MAIN DUTIES

1. Manage all sales and services functions in Bahrain and at all overseas locations and direct Regional Sales Managers, Country Managers, General Sales Agents, Travel Agents, and Retail Sales Outlets in selling Gulf Air products.

2. Develop and execute global sales strategy to strengthen portfolio of corporate customers.

3. Drive the adoption of New Distribution Capability for reduction in distribution costs and development of personalized sales.

4. Coordinate and direct business development functions in sales to support Gulf Air markets.

5. Direct and oversee the WorldWide Call Centre activities to drive call centre sales.

6. Analyze performance against approved plans and budgets by route and sales areas and report findings promptly for taking any corrective actions.

7. Direct the analysis of revenue from appointed General Sales Agents and Tavel Agents and control the reporting and remittance of Gulf Air money. Advise on the establishment of from travel agents etc

8. Develop, recommend, and negotiate revenue targets in General Sales Agency Agreements, Sales Agency Agreements, Credit Card Plan Agreements, and similar agreements.

9. Develop and implement Regional Business Plans including business priorities, revenue and cost of sales target and Key Performance Indicators for all commercial activities. Ensure clear and robust activity plans are in place and that the results are closely monitored and analyzed to maximize contribution.

10. Exercise effective management supervision of the Department staff in selecting, training, motivating, evaluating, assessing, and disciplining subordinates in appropriate liaison with HR function.

11. Prepare the Sales Department’s annual plans, capital, and operating budgets.

12. Work with Revenue Management Department to ensure suitable capacity is provided for individual and group travel, and develop campaign to enable attractive, revenue positive pricing.

13. Work with E-Commerce Department to develop, support and drive sales through the website and app.

14. Liaise with Marketing about the provision of market research services to maximize revenue in the medium term.

15. Liaise with Technology and Digital Services Department in relation to continually improving the quality and quantity of IT software and hardware available to the Company sales personnel and to assist with the choice of systems where appropriate.

16. Monitor competitor activities affecting sales performance and respond with initiatives.

17. Maintain close liaison with principal officers in government to incentivize passengers to use Gulf Air services and ensure regular contact is maintained also by appropriate Gulf Air Country Managers.

18. Work with the Bahrain Tourism and Exhibitions Authority to develop in-bound visitors to Bahrain including MICE opportunities.

19. Oversee the organization of promotional visits, sporting events, conventions and group tour packages and ensures that nett yield is of value to Gulf Air and that suitable flight availability and seat allocations are provided.

20. Represent Gulf Air in major trade, industry and government meetings and conferences to develop and enhance the commercial image of the Company.

21. Lead Gulf Air’s participation in IATA coordination meetings and directs the formulation of policies with respect to the company’s relationship with other airlines, industry associations, travel agents, general sales agents aimed at simplifying fare structures, rationalizing commission arrangements, and maximizing yields.

EDUCATIONS AND TRAINING

• Degree in Business Administration and Management courses with specialized qualifications and training in sales and marketing.

EXPERIENCE

• Minimum of 10 years of experience in Sales and Marketing, preferably within the aviation industry.

• A key prerequisite for this role is a minimum of 5 years in a managerial position specifically within aviation sales, with demonstrated experience overseeing or performing sales operations either in or at a country or regional level.

• Proven ability to develop and execute commercial strategies, manage teams, and deliver measurable sales results in a competitive market environment.