Job Purpose:

• The Sales Manager is responsible for the retail channel Nigeria, including the key account management of existing and new retail outlets, thereby ensuring the effective implementation of the sales plan, revenue budgets, and achievement of targets.
• The role provides focused retention and development of a customer base, management of customer relationships, and training and development of the sales team.
• The Sales Manager role will involve leading the GSA sales team, managing key accounts, and collaborating with various departments to enhance sales performance.
• The ideal candidate will have a strong background in sales, preferably within the airline or travel industry, and possess excellent leadership and communication skills

Principal Accountabilities:

• Establish business objectives and goals for the channel; ensuring financial targets are met and cost budgets are contained; operate within the agreed expenditure budget
• Achieve and deliver on set revenue budgets and targets Manage and control budget in area of responsibility and contribute to business unit budget management
• Develop and implement a sales plan for the retail channel and sales team, establishing a customer focus channel on a sales territory basis
• Provide input to the Commercial Performance Strategy design and implement strategy within area/s of responsibility Manage the implementation of the Leisure, Corporate and Retail strategy
• Recommends and standardises policies, processes, and systems to support implementation of the strategy
• Drive profitability in area of responsibility and overall business unit
• Provide recommendations to actively support cost and headcount containment Maximize existing customer potential and identify new business opportunities to generate incremental revenue, market penetration, and development
• Develop and implement a marketing promotional plan for the channel, brand awareness, and effective communication with customers
• E-commerce; establish a strong sales focus in line with the strategy to reducing redistribution costs: cost of sale in relation to override agreements in ensuring direct collaboration with customers Provide pricing input on key account corporate rates and direct sales pricing strategies Handle the negotiation of contracts with key accounts; head office consortiums and retail outlets
• Understand Customer analysis, segmentation refocused to give priority on increasing yield
• Understand the requirements of different market segments, through constantly improved products and services to reflect those requirements, and through the more effective use of customer relations management Operate within the set sales standards and guidelines in terms of contract negotiations and value propositions
• Drive customer retention, market penetration, development and exploration of new market opportunities
• Manage and optimise resources in Leisure, Corporate and Retail Optimise technology to enhance internal and external customer expectations
• Manage and maintain processes to deliver customer value
• Drive customer centricity within areas of control Manage effective internal and external stakeholder relationships through appropriate relationship building and networking
• Manage the implementation of Governance and Risk Management policies, processes and systems Manage and monitor continuous optimization programs and initiatives for the business unit
• Manages projects to contribute to the optimization of the department/ division Optimise the area/s capability to enable achievement of objectives
• Drives and supports people development initiatives Manages performance to optimise efficient use of talent
• Manages and implements change initiatives with the vision and strategic direction of the Airline
• Lives and role model the Airline’s Values

Qualifications / Experience

• Bachelor’s degree preferably in Sales/Business Management or related field
• At least 3 – 5 years’ experience in sales management
• Proven track record of successful sales leadership in the airline or travel industry
• Ability to operate independently within the guidelines and successfully represent the airline’s image and policies at the highest levels

Knowledge and Skills

• Integrated understanding of Airline industry Presentation skills
• Analytical and numerical skills Sales, marketing and industry knowledge
• Data analysis and insights management
• Customer centricity Understand domestic competitive landscape Benchmarking Computer literacy in MS office packages (MS Word, Excel, PowerPoint, Power BI & SAP)
• Persuading and influencing skills
• Excellent communication skills (verbal and written)
• Financial acumen Networking skills Leadership

Attributes

• Leads with purpose Manages sales team performance
• Manages transformation and change initiatives
• Drives innovation Sells/translates the vision Leverages team diversity
• Role models behaviours and values
• Achievement orientated Results driven
• Customer service orientated Adaptable