General Manager

Lead the implementation of sales plans and programs across a widespread area of responsibility or cluster of countries, to ensure consistent growth and achievement of overall Etihads sales and cluster revenue targets. Manages a team of country managers and sales managers.

SPECIFIC RESPONSIBILITIES

• Participate in defining sales strategy and objectives to ensure alignment with overall Etihad’s objectives and external trends.
• Develop and monitor sales plans to ensure sales strategy is properly implemented across the markets and expected results are reached.
• Define area sales targets and possible channels to be used to ensure consistent contribution to overall Etihads results.
• Manage and coordinate intermediary activities to ensure achievement of agreed targets and respect of terms and conditions.
• Manage the overall direction and coordination of the team to achieve agreed sales targets.
• Develop and implement sales and marketing initiatives to ensure key revenue targets are met
• Develop and maintain excellent relationships with third parties (e.g. travel agencies, corporate customers, governmental authorities) to ensure effective brand positioning among strategic clients
• Develop, manage and stipulate a portfolio of contracts by counselling district sales representatives to ensure that Etihad market positioning is improved and compliant with overall commercial strategy
• Liaise with local governmental authorities to ensure compliance with all local regulations and policies
• Engage with Etihad’s partners to conduct joint negotiations with clients or intermediaries to optimize company visibility and to exploit new commercial channels and possibilities
• Develop, implement and manage the local sales channel strategy according to Etihad guidelines in order to ensure the maximization of company reach and revenues possibilities
• Monitor sales KPIs and dashboards to identify areas of improvement, new initiatives and propose corrective actions
• Lead the top-to-top meeting with key customers to ensure building of strong relationships in alignment with Companys long term direction
• Develop, implement and manage sales channels selection guidelines to ensure best channels are selected to ensure optimization of commercial investments
• Guide, coach and provide internal / external feedback to the managerial team to develop leadership and professional skills and to ensure increase of revenues
• Cascade, implement and review sales incentives schemes and pay-out for the assigned area of responsibility to ensure timely and proper recognition of sales targets