Head - Relationship Management - Travel

Opportunity for Head - Relationship Management, North

Note : GDS Knowledge Must

Job purpose :

- The position is responsible for achieving organisations's sales targets and work towards enhancing market share.

Principle Accountabilities :

Expected End Results Major Activities :

- Develop and coordinate sales plan and methodology. Research, develop strategies and identify market development opportunities.

- Responsible for producing an annual Sales Plan for assigned territory in line with overall company objectives and deliver the revenue targets as established in the plan.

- Responsible for the roll out of the entire sales process; from establishing contract to equipment installation and after sales support.

- Define and control the objectives of the sales team, which includes market segment analysis, continuous product innovation strategies, service strategies and implementation of the business communication plans and region specific sales promotion schemes.

- Ensure a close check on competitor's market practices and there after develop action plans to counter challenges.

- Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.

- Responsible for the development and implementation of a Key Account strategy in line with the NDC strategy for key accounts.

- Identifying market segments and new Business acquisition.

- Developing sales plan, identification of opportunities and winning opportunities.

- Assist in eliciting and specifying high-level business requirement specifications of the client for proposal preparation and project plan

- Meet the assigned target.

- Increase market share in the accounts assigned.

- Analyze and evaluate the effectiveness of sales, methods, costs, and results.

- Monitor overall account profitability and develop profitability analysis statistics for major accounts.

- Ensure that sales activity related expenses are controlled within budgeted limits.

- Provide regular updates on regional sales activities and target accounts to the Corporate Office vide sales reports giving a synopsis of achievements and activities.

- Motivate & supervise team in accordance with company policies and procedures.

- Monitor sales team's performance as per defined benchmarks.

- Regularly recognize team members for efforts and innovations.

Work with department managers and corporate staff to develop business plans for the company.

- Coordinate with the regional Services Manager for the product roll-out plan and ensure timely product deployment in assigned area in conjunction with the technical department

- Promote positive relations with partners, vendors, and distributors.

- Maintain a formal interaction with vendors to present the Galileo perspective on issues of Industry concern at forums such as Galileo Airline forum, Galileo workshop on fares etc

- Send formal written communication to TAAI, TAFI, key influencers and vendors.

- Maintain effective PR & media relationships.

Major Challenges :

- To keep the entire sales team highly motivated and charged to achieve their targets.

- To finalize sales plan and strategies for effective penetration into the market to improve company's market share and review the same from time to time.

- To have effective coordination with other departments/regions.

Key Decisions :

- To finalize sales plan & strategy for market development and retention of accounts.

- To play decisive role in recruitment and selection of sales team.

- Assignment of accounts to team members

- Commercial alignment with the customer

Dimensions :

- In depth knowledge and life cycle management of all Travel agent models (B2B, B2C, B2E etc)

- All Travelport platform understanding which includes Desktop based computing and web platforms

- Commercials of the customer

- P&L of the Region

Skills & Knowledge :

Must Have : GDS Knowledge

Functional Skills :

Primary :

- Selling & Influential skills

- Business Communication ( coding the business Need, De coding and providing Feedback)

- Team Management ( Conflict Management, Problem Solving)

- Interpersonal Skills ( Mentoring & Coaching)

Educational Qualification :

Mandatory Qualification :

- Graduate in any stream from regular university or only open University candidates acceptable ( in case if in Job/ Undergoing Diploma during the same time) with 1st division

- Qualification in Travel/ Hospitality like IATA or Diploma in Travel and Tourism

- Preference for a MBA/PGDBM

Relevant Experience :

- Total Experience of 12-14 Years in Travel

- Relevant experience of 8 - 10 years in Sales Function with team handling capabilities