Head of Sales – Philippines

2 weeks ago

Makati City, National Capital Region, Philippines KSearch Asia Consulting, Inc. Full time

JOB DESCRIPTION
Revenue generation

• Ensure that high value accounts and trade partners are acquired as per agreed targets using a data and insights driven approach

• Maintain oversight to guarantee that sales actions are initiated and followed up in order to obtain sales leads and dynamically seek new business including offline areas and channels

• Actively drive to transform the culture from one of relationship-based selling to an insights-driven smarter Sales force

• Ensure that the sales team engage in consultative and insightful selling techniques and services with a primary focus on new business development

• Ensure that a strong focus is present across the geographic region to seek opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

Portfolio Management

• Ensure strong management of the local and regional relationships for Global Corporates, Global Travel Management Companies and Global Trade Partners

• Maintain oversight to ensure that the existing portfolio, accounts and partners is well serviced to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)

• Review the sales visits to clients are conducted in a way to enhance sales opportunities and facilitate sales including presentations, seminars, providing updates on products and services

• Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts, Travel Management Companies and trade partners

• Ensure that leads sourced through Trade Partners, Travel Management Companies and the portfolio are passed on to the Corporate Sales teams in a timely manner

• Ensure that there are actions in place to improve the quality of the revenue generated across the region and portfolios

• In regions where there is no Head of Corporate Sales, encourage the adoption of PRISM and promote Business Plus in addition to monitoring Super PLB based on opportunities with the cost of sales budget

• Oversee the negotiation of discount rates, commissions, contracts and incentives to ensure that they are conducted in a timely manner against a background of data to yield the best return on investment and take advantage of revenue growth opportunities

• Be the airline's ambassador to maintain strong relationships ensuring positive strong brand position

General

• Actively manage the cost of sales needed to generate the revenue within the mandated parameters

• Closely monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximize available and potential sales opportunities

• Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business

• Utilize to manage new and existing customers and sales activities

• Utilize all the company's data tools (PRISM, QlikView, BSP for example) to track the performance of the market and contracts

• Represent the company at industry and networking events

• Any other reasonable task as requested

People Development and Performance Management

• Lead, support and encourage own team to achieve success

• Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork

• Supervise and mentor direct reports, encouraging effective collaboration

• Demonstrate leadership and lead by example in accordance with the company's core values

• Develop employees with high potential and identify learning opportunities to ensure appropriate training and development

• Maintain active and ongoing dialogue in relation to employee goals and individual performance

• Actively engage with employees to enhance communication and their understanding of department goals

• Enhance the employee experience in line with the role level and the internal brand promise

JOB QUALIFICATION

Academic qualifications

• Tertiary Education in a directly related sales or marketing field

• Certification in a relevant Sales business field

Knowledge, skills, training and experience

• A minimum of seven years recent experience in Sales

• Knowledge of, or experience in, the airline industry is a distinct advantage

• Excellent communication and interpersonal skills

• Demonstrable networking and relationship management skills

• Experience in leading a target driven team to success

• Has a history of achievement in achieving targets

• Strong negotiation skills

• Respectable level of PC literacy in Word, Excel and PowerPoint

• Knowledge of BSP, PRISM, MIDT and Sales Force Automation Tool is preferred

• Adaptive to and embraces constant change

Start your journey to a fulfilling career right here. Apply for a position by sending us your resume today. Your dream job is just a click away

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