Sales Manager, Ghana - British Airways

The Sales Manager at British Airways is to develop and optimise long-term relationships with a portfolio of key accounts. To deliver the IAG/JB revenue target and maximise profitable revenue; to ensure customer satisfaction through a desire to understand their business and capitalise on revenue opportunities.

This role will require a new focus on delivering implementation of the NDC New Distribution Model to our trade partners and/or corporate customers for the first time. The jobholder will be accountable for ensuring the successful adoption by accounts in their portfolio of this new way of working with BA and partners, and in ensuring that our revenue is protected, and new opportunities secured, whilst our costs are minimised.

The sales manager will work through challenges, find solutions, win new business and enable us to stay ahead of the competition. They will focus on delivering portfolio sales targets and will be measured against robust performance input metrics targets and salesforce effectiveness behaviours and principles. This role
requires frequent travel, possibly working across geographies, and flexible working.

Band: Band 3

Reports to: Regional Commercial Manager West Africa

Dept: Commercial

Job Dimensions/Measures

Principal Accountabilities (6/7)

• To build strong relationships with key decision-makers and stakeholders, using the insights gathered within the account and through data to identify sales opportunities, prioritising activity within the portfolio to focus on the most valuable outcomes. Representing BA & partner sales externally, and collaborating effectively internally with key stakeholders (e.g. Revenue Management) within IAG and partner airlines to optimise revenue margin
• Liaise between customers/partners and cross-functional internal teams to ensure the timely and successful delivery of our solutions. Proactively assessing, clarifying and validating on an ongoing basis, and leveraging our global deals to maximise revenue.
• Work alongside Inside Sales colleagues to manage the accounts portfolio effectively, and jointly plan activity and measure outcomes, implementing a ‘co-prime’ way of working
• To negotiate effective, appropriate and profitable deals, analyse their performance and followthrough on actions to ensure delivery to target and budget, and negotiate adoption and buy-in of New Distribution Model across the portfolio
• To harness the complexities of our business (e.g. multibrand product, distribution), our customers and our competitors and demonstrate a professional in-depth knowledge of the market and the industry. Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors and utilise this information to our best advantage
• Proactively lead a joint company-strategic account planning and development cycle that develops mutual performance objectives, financial targets, and critical milestones with clear activity plans, using all available tools and data insights (e.g. Salesforce) to highlight opportunities and proactively grow revenue and plan effectively.
  
• Role requires total focus on selling in deals and tactical opportunities driven form the central planning team, and delivering results back to the business.
  

Key interfaces

• Inside Sales team
  
• Corporate customer and/or Trade agent
  
• Internal BA departments such as Central Planning, Revenue Management, Alliances, Marketing
  

Distribution, commercial Performance.

• Other IAG airlines and JB partner airlines
  
• Global virtual sales team
  
• Global Sales Operations team
  
• Business groups and associations
  

Experience (On the job):

• Min 2 x years First-hand knowledge of customer facing sales, coupled with outstanding skills in maintaining complicated and enduring customer relationships.
  
• Demonstrable track record of revenue delivery through proactive sales activity
  
• Track record of implementing and driving change
  
• Proven experience of customer relationship management in a structured commercial role
  
• Skilled negotiator with an ability to anticipate and overcome objections
  
• Experience of managing strategic account planning cycle
  
• Proven experience of deal design, negotiation and management of corporate and/or trade deals.
  

Expertise (Specialist knowledge):

• Demonstrates the ability to exploit selling opportunities and proactively seeks opportunities to increase sales
  
• Experience of Salesforce (desirable)
  
• Numerical and analytical competence
  

Qualifications (Essential or desirable)

• A valid passport with unrestricted right to travel
  
• A valid driving license
  
• Fluent written and spoken English.

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