MAIN OBJECTIVES

The role will be responsible for defining the overall commercial approach and growth plans for the assigned region, in line with Gulf Air’s objectives.

The role will optimize the sales strategy and lead the Country Managers and respective sales force, including our General Sales Agents (GSAs), to ensure sales targets and all commercial KPIs are met in the most efficient and effective manner in order to maximize the region’s revenue contribution. 

The role will represent Gulf Air as the head quarter’s senior executive in your region.

MAIN DUTIES

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

2. Champion the GF brand values in the region through all sales and marketing activities, especially promotions and those with media involvement, to ensure strong visibility/ communication is maintained within the assigned territory with an aim to increase the regional profile of GF. 

3. Influence and contribute to the development of longer term corporate commercial plans for the region and the Airline. Continuously explore areas to generate revenue to exceed required targets. 

4. Influence management with regard to product design and specifications, developing alternate routes and destinations, changes in existing destinations, opening and closing of stations, fares, in-flight products & services and timings to ensure a cutting edge vis-à-vis the competitors. 

5. Provide qualitative inputs and play a major role in developing tourism and incentive business to the Kingdom of Bahrain through Bahrain Tourisim Authority, World-Wide Tourism Boards, Embassies and Consulates. 

6. Maintain strong interline relationships with those Carriers that can direct traffic over our Network by developing joint marketing initiatives / alliances to meet mutual corporate objectives. 

7. Support and contribute in Alliance and Franchise development within the area and monitor their performance against key performance measures. 

8. Be commercially aware of all issues affecting regional performance including competitor’s activities that could ultimately affect GF business. Monitor and assess their initiatives and costs to take tactical actions and to feed market intelligence to the management. 

9. Ensure all legal, statutory and regulatory requirements are met. 

10. Ensure business continuity across the business area by establishing strong partnering relationships across all parts of the Sales organization so that the Business Unit operates seamlessly and is easy for its stakeholders to do business with. 

11. Represent GF as the Senior Executive when interfacing or negotiating with Governments, Civil Service, GSAs, Travel Agents, Handling Companies and other organizations. 

12. Manage and control the opening of new stations and closing of existing stations by chairing a Task Force Committee for this purpose. 

13. Responsible for safety and security of GF operations, staff, property and assets within the area of operation. 

14. Guide, coach and provide formal / informal feedback to managerial team to ensure development of leadership and professional skills 

15. Develop teamwork, demonstrating shared goals and values. Provide leadership guidance and support to all staff in the area. Enable the team to ensure staffs are recruited, trained and motivated to the standards set in the KPI by recognizing performance. Provide, where appropriate, a succession plan for the area. 

16. Manage all resources to ensure optimum utilization, control items of expenditure to pre-determined budgetary levels by maintaining a strict cost control policy, in particular commission costs of our GSAs and all other distributions, training and manpower development. 

17. In charge of monitoring of Sales performance for the respective region. Accountable for the periodic production of detailed reports, addressing issues with the Sales Organisation in HDQ and locally, and suggesting appropriate corrective actions. 

18. Accountable for setting up Sales targets/KPIs and monitoring of performance (sales reports). 

19. Accountable for setting up and monitoring incentive schemes to GSAs, travel agents and corporate accounts. 

20. Coordination of any GF legal and HR matters concerning Sales stations (GSA and GF). 

21. Accountable for producing Station Quotas. 

22. STPC policies definition and booking/handling process. 

23. Streamlining, modernization, standardization and codification of sales procedures. 

24. Accountable for the selection of General Sales Agents (GSA) and Passenger Sales Agents (PSA). This includes all part of the tender process (where mandated by Bahrain Tender Board), from the initial requirements definition, prospects identification, tendering, negotiation of agreements and contracting. 

25. Circulation and update of local (station) regulations (visa, immigration, etc). 

26. Coordination of closure and opening of new stations it terms of assets/legal/staff/etc.

EDUCATION & SKILLS

• Educated to degree level in Business Administration or equivalent.

• Must be computer literate.

• Must have excellent people management and motivational skills, high level of entrepreneurial, resilience and culturally sensitive.

• Must be able to create strong partnering relationships at a senior level with internal and external contacts, including heads of governments, airlines and business associates.

• Must have strong presentation and communication skills

• Must have strong analytical skills and experience in planning and setting budgets

EXPERIENCE

Minimum of 10 years of experience in marketing/ sales at a senior level is required, preferably from an airline environment.

Grade

GA20S