Reporting to the Commercial Manager – South Africa, the ideal candidate will directly support achievement of country commercial targets (passenger & cargo) through assigned trade/corporate portfolio while ensuring customer satisfaction through continuous customer engagement.
Key Duties and Responsibilities
Oversee overall Sales effectiveness by;
- Implementing Sales Strategy supporting direct channel first (including online).
- Ensuring growth of share of wallet of existing customer base.
- Providing valuable market intelligence as input to weekly sales meetings and sales calls.
- Developing portfolio specific sales strategy and detailed plan for execution, based on data.
- Thinking quickly and with clear objectives in mind, adjusting daily to overcome buyer objections effectively, to ensure a differentiating customer experience and cost-effective management of the country/region with an entrepreneurial spirit.
- Weekly/Fortnightly planning, execution and update of sales calls on CRM.
- Maintaining a robust prospection pipeline with clients at all stages consistently converting at the end of the pipeline across the customer segments (Trade, Corporate, SME).
- Resolving administrative, commercial and product improvement issues within trade/corporate policies.
Ensure people Effectiveness & Collaboration through;
- Seamless teamwork and hand off with Customer Success Support teams and Customer experience.
- Conversion of leads for partnerships as well as giving leads for business development and partnerships.
Oversee customer Experience Management/Relationship Management through;
- Number of customer engagements – B2B & B2C.
- Customer Satisfaction measurement – NPS (B2B; B2C).
- Growth of B2C & B2B database.
- Work together with clients, ideally daily, through the sales cycle and beyond.
Knowledge, Skills and Experience
- Bachelor’s degree preferably in a Business field, Economics, or related fields.
- 4 years’ sales experience, Airline experience is an added advantage.
- Strong sales and service background (including pipeline management).
- Demonstrated experience in managing a sales portfolio over a diverse market segment.
- Strong commercial business acumen/entrepreneurship and a service mindset.
- Tech-savvy and can demonstrate a clear understanding and articulation of formal sales processes.
- Demonstrates knowledge of universal travel trends affecting domestic/international travel.
- Exposure to emerging aviation world trends.
- Must be highly analytical.
Interested candidates who meet the above requirements are requested to submit their application through LinkedIn by attaching a detailed curriculum vitae or sending the same to Recruitment@kenya-airways.com quoting the position title in the subject of your email.
