Senior Manager Commercial (Aviation Background)

JOB PURPOSE

To promote and profitable grow AISATS’ handling business and market share

Location

Bengaluru

SPECIFIC RESPONSIBILITIES

1 MARKETING

1.1 Scheduled Carriers

1.1.1 New Business

• Meet up with competitor-handled airlines to establish relationship and gather market information

• Identify potential airline customers, contact them early, introduce AISATS and build relationship with their local and overseas management

• Send out quotations tailored to new customer’s requirements

• Coordinate airline visits to AISATS, personally meet airline guests on arrival and departure at airport

• Present, sell, and market AISATS to airline to project AISATS as the best solution to their handling needs.

• Assist to negotiate with airline for best possible rates

• Finalize and expedite signing of contract

1.1.2 Contract Renewal

• Monitor for relevant and opportune time to renew rates and contracts

• Review customer profile, business volume and handling revenue

• Propose renewal strategy and renew rate/contract successfully with customer

• Encourage airline customers to take up more services from AISATS (wallet share)

• Facilitate innovation of new services in working with customers and AISATS team

1.1.3 Customer Service

• Service customer airlines with ops – be the customer’s advocate

• Monitor market share

1.2 Ad hoc/Charter Carriers

• Understand the charter market structure

• Identify major players (could be agents, not necessarily charter operators) introduce AISATS and build relationship with them

• Send out quotations tailored to their requirement

• Monitor market share & yield and grow both

• Marketing Administration

• Disseminate and brief Ops and Finance on new contract and customers requirement

• Keep proper and updated records on contracts

• Monthly reports, study reports

• Conduct audits to ensure billing is according to contract

• Facilitate settlement of billing disputes

• Monitor customer feedback and ops’ response and follow up

• Prepare annual budget for marketing

• Keep tabs on competitors

Key Result areas and outcomes expected from role:

• Good working relationship with customers, and airport community

• Marketing and pricing strategies formulated and implemented for profitable growth

• Effective marketing and excellent representation of AISATS services

• Attractive proposals in response to RFPs and relentless follow up to win airline accounts

• Maximum customer delight facilitated, increasing value to customers for contract extension

• Solid research and reports that indicate good grasp of market industry trends and competition

• Profitable growth in AISATS market share and customer wallet share.

• Positive growth in AISATS branding

EDUCATIONAL QUALIFICATIONS

MBA or Post Graduate degree from recognized university in Marketing (Preferred)

RELEVANT EXPERIENCE

Three years minimum in marketing and sales

Technical/Functional Skills

• Excellent people skills

• MS Office Savvy: conversant with excel and its data management functions, MS Word, and PowerPoint

• Analytical: Able to analyze market statistics and present analysis in a coherent and professional manner

• Financials: Ability to understand basic revenue concept and profitability principles. Able to calculate fees and returns

• Communication, presentation and Negotiation Skills: Excellent English communications, professional presentation and sharp negotiation skills. Excellent writing skills for marketing and reply to customer feedback. Able to write reports and contribute articles for company news updates

• Planning & Execution: Ability to plan corporate functions and execute events

• Business Acumen and Negotiation Skills

PERSONAL CHARACTERISTICS & BEHAVIOUR

• Excellent communication skills

• Excellent people management and leadership skills

• Good Analytical and Interpersonal skills

• A team leader with the ability to lead and manage cross-functional teams

• Ability to adapt various computerized systems

• Must have good to excellent relations with regulatory authorities and governing bodies in a domestic location

• Responsible and accountable for overall Quality, Safety and Security of operations.