Manager - Distribution and Sales Processes

Riyadh Air, Saudi Arabia’s new national airline is looking for global talent to build on our ambition to be the World’s most inspiring airline with an exceptional guest experience. 

2. JOB PURPOSE:

Conceptualize, manage and implement strategies related to distribution and retailing capabilities.  Lead, conceptualize, develop, implement and automate sales processes and procedures, MIS reporting and systems. Accountable for engaging with Aggregators, manage direct connect framework and develop indirect digital sales channels. Responsible to maintain all GDS/ Aggregation participation agreements and relationships, advise & lead commercial initiatives enabling data driven decision making process across the organization.

 

3. KEY ACCOUNTABILITIES:

Strategic implementation

·       Develop a functional and implementable cost neutral roadmap for distribution strategy and consistently design, implement, monitor & drive the change management process.

·       Participate in planning of the yearly Commercial passenger budget including all KPIs and parameters.

 

Operational Accountabilities

·       Lead NDC and retailing initiatives and framework for modernizing and driving digital development of indirect channels.

·       Actively lead all projects related to distribution, alternate distribution, Sales automation and retailing and merchandizing capabilities.

 

 

 

Stakeholder Management

·       Initiate negotiations and maintain Aggregator/GDS/direct relationships to maximize competitive advantage. Finding new and improved charging models to optimize distribution per market and agency.

·       Acts as an Interface with rest of Distribution, Sales and Marketing organization. Deep understanding of Travel Agency Market and commercial systems and processes. Thorough knowledge of robotics, revenue integrity tools and other relevant systems.

·       Act as main lead for all areas of retailing – working with cross dimension of suppliers and internal stakeholders.

·       In collaboration with stakeholders, assist in preparing any business cases required with return-on-investment justification.

 

Project Management

·       Constantly monitor & communicate updates on project status in areas of distribution and commercial processes and lead delivery & implementation highlighting risks/issues to all key stakeholders.

·       Evaluate, manage and prioritize ad hoc critical projects as assigned by management to agreed timescales, budgets along with identified stakeholders for that project.

 

Operational Excellence

·       Continuously explore areas, identify opportunities and perform strengths and weaknesses assessment for markets to identify common revenue/cost saving initiatives.

 

Processes and Procedures

·       Responsible for designing and updating sales processes and procedures and documenting them in accordance with organizational guidelines.

 

Reporting

·       Lead development, automation and implementation of MIS and reporting packs for different sections of management driving data driven decision making process. Prepare reviews packs for senior management as part of KPI and performance forecasting / monitoring.

 

People Management

·       Responsible for managing a team, setting their KPIs and complete all stages of performance management system making sure they are developed and equipped to perform their duties.

 

·       Undertake any other duties and projects that may be assigned by department head.

 

 

 

4. PROFESSIONAL EXPERIENCE:

·       Minimum of 5-7 experience in Distribution and must have the experience of implementing retailing in indirect channels for an international airline.

·       Must have experience in implementing sales force automation and designing commercial processes.

·       Aggregator/ GDS or Airline Industry experience in areas of Sales, Business Development, IT systems relevant position will be desirable.

 

5. ACADEMIC QUALIFICATIONS:

·       Minimum University Bachelor’s degree level of education. Master’s degree or equivalent post graduation preferred in areas of Marketing or IT or Sales or any relevant discipline

 

6. SKILLS:

·       Thorough knowledge of reservation systems CRS, GDS, Aggregators, direct connect and the Travel Agency Market in general.

·       Negotiation skills on senior level with strengths in negotiating and coordinating with External counterparts

·       Must have advance excel knowledge or Power BI or equivalent platforms and sound knowledge of sales automation with proven communication skills, resilient and culturally sensitive with high level of motivational self-starter skill.

·       Must be able to create healthy working relationships with counterparts and external contacts.

·       He/She needs to have a unique ability & vision to link distribution initiatives to revenue generation and have a Project Manager outlook to manage & implement Key commercial transformation projects across different commercial units.

 

 

 

8. LANGUAGES:

·       Fluency in written and spoken English is essential (Arabic desirable).

 

9. COMPETENCIES:

Drives Results – Consistently achieving results, even under tough circumstances.

·       Pushes others to achieve results.

·       Leads others to persist despite setbacks or obstacles.

·       Fosters a sense of urgency in the team for reaching goals and meeting deadlines.

·       Drives a track record of success for the team.

 

Communicates Effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

·       Adjusts communication content and style to the audience and a diverse set of stakeholders.

·       Breaks down communication barriers between others.

·       Encourages candid and open communication among groups.

·       Practices active and attentive listening skills to verify understanding.

 

Teamwork & Collaboration – Building partnerships and working collaboratively with others to meet shared objectives.

·       Credits others for their contributions and accomplishments.

·       Encourages people to express their views openly.

·       Facilitates effective collaboration among co-workers and external partners.

·       Involves others in making decisions on behalf of the group.

 

Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.

·       Clarifies the organization's vision and strategy and ensures that efforts are prioritized to support them.

·       Creates strategies that leverage organizational advantages and emerging trends.

·       Leads the team to pursue possibilities that will create sustainable value to the organization. 

·       Thinks beyond the day-to-day, taking a long-term, big-picture view of the organization.

 

Cultivates Innovation – Creating new and better ways for the organization to be successful.

·       Nurtures and develops promising ideas through prototyping and experimentation.

·       Challenges others to develop breakthrough solutions.

·       Ensures that varied perspectives are included in the process of innovation.

·       Encourages others to address challenges in new and better ways.

 

This opportunity is closed to applications.