SALES MANAGER – Fiji Airways

JOB DESCRIPTION & SKILLS/QUALIFICATIONS REQUIRED
JOB OVERVIEW
The Country Sales Manager – Canada role exists to lead and drive commercial growth of Fiji Airways in Canada in support of the launch of direct services to Canada from Fiji; through the development, implementation and achievement of sales & marketing plans. The role leads and develops direct and indirect reports towards shared company goals and is accountable for asset management and reducing financial risk to the business through budget forecasting and cost management.

The successful incumbent also acts as a representative of Fiji Airways in Canada and establishes and maintains effective relationships with key stakeholders in the region including trade, GSAs, tourism partners and IBOs to drive increase traffic on FJ network.

KEY RESPONSIBILITIES

Sales & Marketing
Lead the formulation of an annual business plan for the region for approval by RGM Americas in-line with Business strategy.
Drives the delivery of Canada’s sales development plan and sets key performance indicators for the region to attain annual Revenue budget.
Drives the achievement of revenue budget and cost management as per approved annual business plans.
Gather competitor & market intelligence and keep head office informed of key industry trends and developments in the region which may negatively impact FJ whilst initiating appropriate sales action with appropriate pricing to protect and sustain FJ growth.
Initiate and maintain partnership opportunities, including the negotiation and management of trade incentive program within agreed parameters set by company.
Evaluates pre and post joint venture sales and marketing campaigns with top trade partners, tourism bodies to ensure sound ROI.
Collaborate with head office marketing team to recommend campaigns for the region and produce quarterly sales performance reports to develop appropriate short to mid-term sales action plan to drive future sales.
Liaise with head office key departments i.e. Global Sales, Marketing, Revenue Management; PR and Finance team to ensure timely launch of initiatives at corporate level to regional level for the benefit of the company.
Keep head office stakeholders informed to ensure transparency and support when identifying, appointing, implementing and contracting of GSAs.
Manage the HR and office administration aspect of Canada team.
People leadership and development
Creates an environment that promotes people engagement within the unit.
Act as a role model for team members by displaying company behavioral competencies putting into practice skills from Up Your
Service training.

Provides role clarity for direct reports with the continuous review and documentation of role job descriptions
Initiates, implements and monitors people performance against agreed KPIs and introduce constructive feedback for individual performance improvement.
Undertake sound people development practices including individual development plans as identified through training needs, talent identification and succession plan.
Review the structure and work processes to drive efficiency with nil or minimal cost investment for long term sustainability with approval from EM Global Sales.
Collaborate with HR to identify potential and appropriate on the job and off-site training of team member for succession plan.

QUALIFICATIONS, SKILLS & EXPERIENCE

A minimum of a Degree/Specialised degree in the field of sales, marketing, business or a related field.
10 years’ experience in airline, preferably in sales & marketing with at least 5 years in a senior leadership role.