Head of Department Sales - Kempton Park Verfied

Salary Negotiable Kempton Park, Gauteng Kempton Park, Gauteng more than 14 days ago 16-09-2014 6:21:05 AM
14-10-2014 6:21:05 AM
Our client, a leader in the Airline industry, is looking for a dynamic individual to take up the role of Head of Department -Sales and become a part of their team.

Main Purpose

•Accountability for the delivery of the average fare (yield) per seat sold across all distribution channels throughout the network in order to meet the budgeted annual revenue. Secondly, accountability for the development of travel trade and corporate travel business, contract conclusion and relationship management as well as coordination and timely implementation of sales activity.

Job Objectives

•Strategy: To assist the GM, Commercial in the development of a sales strategy aimed at achieving the budgeted revenue targets for the financial year.

•Planning: To efficiently manage time and resource allocation per size of account, develop action plans & targets aligned to the strategy in order to effectively maximise existing business and grow new business from all segments of the travel market. To work closely with the HOD: Marketing to develop and coordinate campaigns for synergy.

•Proposals and Presentations: To ensure the Company Unique Value/Selling Proposition (USP) to prospective clients and travel management companies is well communicated and understood. Manage the sales team in the development of proposals and presentations to their respective corporate clients.

•Information management: To maintain a complete, high integrity server based audit trail of all sales activities including campaigns, educational and trade promotions.

•People management: To recruit, select, coach, develop and manage the performance of the sales team against performance criteria set at the beginning of each financial year by the HOD: Sales.

•Reporting: To ensure the classification and recording of all data required to prepare accurate and timeous reports on a monthly basis on the unit’s activities in order to inform management and fellow team members.

•Process: To familiarise yourself and the sales team, adhere to and ensure compliance to all Company policies, procedures and processes (including approval on all pricing structures, discounts and payment terms) relating to Sales accounts.

•Relationship Management: To manage each account to the extent that The company becomes and remains top of mind, to influence bookers’ behaviour in favour of The company where The company’s flight schedule allows, evidenced by an upward trajectory in bookings over time.

•Budget management: To ensure effective control of travel, cell phone claims, and trade promotion material expenses against the sales budget having ensured at all times that policy and procedure have been adhered to in this respect and setting the example for the sales team in that respect.

Job Related Skills:

•Planning skills
•Selling skills
•Negotiation skills
•People-management skills
•Conflict management skills
•Analytical skills
•Presentation skills

Job Experience:

•Previous operational experience in the travel industry primarily, alternatively a track record of success in the hospitality industry at a Management level is essential
•Demonstrable track record of success in Sales
•Revenue budget delivery accountability and achievement > R700M
•3-5years experience in Sales management
•Extensive experience in all aspects of Supplier Relationship Management
•South African sales experience in large complex organizations

Education:

•Preferably tertiary qualified.

Candidate Profile:

•Good interpersonal and communication skills:
•Leadership/Management Skills: Persuasiveness, selling and marketing skills:
•Computer literate in MS office, Fidelio and Micros
•Adaptable/Change Agent
•Relationship/Partner building skills
•Innovation and creativity: Customer Service focus
•Solid understanding of relevant legislation, relating to the aviation industry and the Public Finance Management Act
•Fluent in English: Understanding of the South African Culture.
•Must have own reliable vehicle.

If you have not received a response within 48 hours of submitting your response, please consider your application as being unsuccessful.