Manager Business Development – Etihad Airways – Abu Dhabi

Sports & GroupApply now

Location: United Arab Emirates

This role will unlock opportunities for you, enabling you to further develop your expertise within a progressive culture where a huge emphasis is placed on investing in the best talent.

The successor will Identify new business opportunities and lead the development of sales initiatives, to ensure consistent growth and to meet overall Company sales and revenue targets.

JOB RESPONSIBILITIES

This role is responsible for the revenue, profitability and growth of the Sports & Groups department within Hala Abu Dhabi
This includes the strategic development of niche tourism segments within Abu Dhabi including sporting events such as F1, HSBC Golf, ITU, across relevant marketing channels
The role is further responsible for commercializing and leveraging off the wider Etihad Group’s sponsorship activity and exceeding customer expectations working closely with the operational team.

SPECIFIC RESPONSIBILITIES

Develop and execute a 12 month strategic Sales plan for Hala Abu Dhabi Sports & Groups that meets the revenue targets of the department promoting the airline, Hall Tourism and destination Abu Dhabi.
Responsible for the Account Management for all client, agent and stakeholder relationships ensuring that revenue, profitability and customer experience are key objectives.
Responsible for successfully Identifying and developing business opportunities in terms of new markets, product and affiliate relationships that are aligned across the group.
Research, gather and analyse data on products and competitors in the market and guide market research plans to define the best approach to increase Company market quota and visibility
Responsible for the contractual negotiations and fulfilment of identified partners and stakeholders (i.e. Abu Dhabi Sports Council etc..)
Establish and maintain a healthy pipeline of sales activity is reported on and updated on a weekly basis to Senior Management
Provide senior management with accurate sales figures and statistics to support any new developments
Responsible for the design and specific briefing of product requirements into the product & systems team in conjunction with the operational team
Lead the top-to-top meeting with key customers to ensure building of strong relationships in alignment with Company long term direction
Develop, manage and stipulate a portfolio of contracts by counselling district sales representatives to ensure that Company market positioning is improved and compliant with overall commercial strategy
Develop a sound pricing model for the business ensuring that quality and competitiveness are key priorities
Develop and maintain a close and strong rapport with all clients and partners to develop goodwill and maximize repeat business.
Work closely with the operational team in ensuring what has been sold is delivered as expected by the client/ customer.
Attendance at relevant trade shows and industry events ensuring that ROI is guaranteed.

COMMUNICATION & WORKING RELATIONSHIPS

External

Corporate & Government Clients
Inbound Events & Conference Clients
Abu Dhabi Sports Council
TCA Abu Dhabi
External existing stakeholders
International trade organizations
Develop positive relationships and support for Etihad Hala Group commercial needs
External partners e.g. hotels, car hire companies to facilitate joint business etc.
Tourism Organizations and Government agencies

Internal

VP/GM/RGM Global Sales
VP’s, Head’s and Senior Management in EY Hala Group and EY Commercial
International Affairs, Revenue Management, Pricing, Marketing, Product, HR, Finance
Etihad Outstation Country Managers to ensure awareness of all key market activity
Etihad Commercial Sales teams to facilitate shared learning and best practice
Etihad Stakeholders
KEY DIMENSIONS & RELATED JOB RESULTS

Revenue and margin accountability – $7M
Travel requirements locally, regional and international
Operating expenditure budgets
Direct Staff: 1

OPERATING ENVIRONMENT

Able to meet tight deadlines working beyond regular office hours if required
Agile and moving with pace
Display an international business focus and cultural sensitivity
Willing to work in a flexible environment while maintaining a corporate focus
Specific cultural and business constraints (relevant to specific countries)
Prepared to work unsocial hours e.g. to participate in evening customer oriented events
Travel as required

Qualifications and Education

Educated to high school with7 years relevant experience or bachelor degree with 3 years of relevant work experience
Documented training in sales & business development

Experience

5 years sales experience, of which 1 should have been spent at a management level, within an events agency or Destination Management Company
Proven track record of achievement & management of sales
Experience of working in more than one market handling sales is preferable
Management of client relationships

Training

Training in account management, sales & negotiation skills, persuasion and influence, identification of customer needs and public speaking
Knowledge

Team leadership skills, positive, energetic, dynamic, and creative.
Ability to work under pressure and to short lead times.
Self-starter with strong presentation, communication, and interpersonal skills.
Good analytical skills to make positive use of broad range of data and information.
Good PC skills include Word, Excel, PowerPoint
English Language

About Etihad Airways

Etihad Aviation Group (EAG) is a diversified global aviation and travel group comprising five business divisions – Etihad Airways, the national airline of the United Arab Emirates, Etihad Airways Engineering, Etihad Airport Services, Hala Group and Airline Equity Partners. The group has minority investments in six airlines: airberlin, Air Serbia, Air Seychelles, Alitalia, Jet Airways and Virgin Australia.

From its Abu Dhabi base, Etihad Airways flies to, or has announced plans to serve, more than 110 passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and the Americas. The airline has a fleet of over 120 Airbus and Boeing aircraft. In 2013, it placed firm orders for 204 aircraft, which included 71 Boeing 787s, 25 Boeing 777Xs, 62 Airbus A350s and 10 Airbus A380s. For more information, please visit: etihad.com

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