Regional General Manager - Sales - Travel/Hospitality - South

RGM - Sales, South role to be based in Bangalore. RGM will be responsible for Bangalore, Chennai, Port Blair, Cochin & Hyderabad region and will have team at each location. Travelling will be a part of this role.

This position reports to the VP - Sales & Marketing.

The Revenue target for the region is around Rs . 400 - 450 crores p.a.

Candidates from industries wrt. Aviation, Travel, FMCG & Telecom who can join at the earliest ( preferably from South).

CTC range - Rs. 25 - 30 Lacs p.a. maximum ( 75% Fixed, 25% Variable).

JD :-

Regional General Manager-Sales, South

Job Purpose :-

- Grows sales revenue through all channels.

- Ensures consistent, profitable growth in line with budget targets.

- Leads the sales team in his/her region focusing on in field activities.

- Supports the pivotal role of revenue generation through a strong market intelligence and communication strategy.

Key Accountabilities :-

1. Is responsible for all the sales activities in a region through all the selling channels in the region.

2. Devises sales plan based on travel trends, local economy indicators and infrastructure development trends.

3. Responsible for:

- Achievement of Flown revenue targets for the Region and Channel.

- Achievement of Load factor for the flights in his region.

- Achieves of Booked Sales and Cash collection targets for the region.

- Achievement the required penetration of each channel as % of total sales in that region.

4. Develops good relationships with key Agency and Corporate Accounts in the region. Plans regular trade events to drive the image and relationships of the company with these accounts.

5. Devises a suitable channel strategy (OTAs, Consolidators, Retail, Corporate, Web, Call Center, ATOs) both at macro and micro level to achieve the yearly/monthly revenue target (flown, booked, collection targets).

6. Monitors daily route performances (seat occupancy, average fare, RASK); analyze variances versus targets; analyze competitive scenario; recommend and implement actions for improvements.

7. Optimizes the overall cost of sales and the cost of sales per channel, with respect to Company's financial targets and strategies.

8. Develops good understanding of the Regional market- the demand for air travel and traffic flows in the region, the agency and corporate channels in the region, the corporations, SME and other customer segments in the region. Recommendations/suggestions also must be closer to reality of each market.

9. Focuses on increasing the retail and corporate base for the region - will drive the teams in delivering the monthly growth in producing retail and corporate accounts.

10. Gathers Market Intelligence about the region - customers, competition and other developments - and disseminates to the various reporting levels within the commercial organization.

11. Plays a leadership role for guiding, mentoring and developing all the Sales staff in his region.

12. Conducts weekly and monthly performance reviews of all the staff in his region.

13. Conducts monthly performance review meetings with top retail and corporate accounts in his region.

14. Maintains a good brand image of the company amongst travel partners.

15. Keep a daily track of Flight loads / booked sales /cash collection in line with target.

16. Coordinates with Revenue Management, Marketing and other related departments for fares, promotions and other related activities.

Competencies

1. Experience in cross-functional project management and systems implementation.

2. Systematic and logical approach to problem solving and a capacity to work around problems.

3. Analytical and Research capabilities.

4. Business and Financial Acumen.

5. Team Management and Leadership skills.

6. Strategic Planning.

B. Functional Competencies Proficiency Level

1. Consumer understanding.

2. Excellent client relationships and market relationships.

3. Excellent selling and presentation skills.

4. Channel distribution understanding.

5. Cash Inflows.

6. P&L Competencies

7. Skill sets to develop tactical offers to drive sales

Educational Qualifications (Include additional certificate required, if any)

Necessary:

- A Management Graduate in the Business related discipline.

Desirable:

- Knowledge on airline procedures and distribution systems.

- Advanced industry courses in Sales Skills.

Relevant Experience (Type of roles & duration which an individual should have done in his/her prior experience

Necessary:

- Minimum 10 years- of extensive sales experience at a managerial level in comparable industries.

- Must have a track record of having delivered the targets which is set for that region.

Desirable:

- Related sales/marketing experience (10 years or more) in domestic market.