Manager Business Development – MICE – Etihad Airways – Uae

Let your career take off with the World’s Leading Airline, Etihad Airways. Work in the forefront of the aviation industry, with the airline that has reimagined the flying experience through its pioneering products and services.

The purpose of this role is to develop and implement the sales & marketing plan for the Hala Abu Dhabi MICE business to include prospecting new clients, qualifying identified leads, growing and retaining existing clients by promoting new products and services for Hala Abu Dhabi and Destination Abu Dhabi.

Strategic planning is a key part of this role, it is the business development manager’s responsibility to develop the pipeline of new business coming into Hala. This requires a thorough knowledge of the market, the solutions/services of Hala Abu Dhabi and the company’s competitors. Furthermore, the role requires the planning of persuasive approaches and pitches that will convince potential clients to do business with Hala.
The role will have direct financial responsibility for both revenue and margin. The position requires close contact and a strong working relationship with the operational areas of the business to ensure what is being sold is both physically and commercially viable.

JOB RESPONSIBILITIES

Strategy
Implement the Function/Department strategy to ensure alignment with Company’s strategy
Policies and Procedures
Implement relevant policies, processes and procedures and monitor adherence so that work is carried out in a controlled manner
Budget
Contribute to the preparation of the Function/Department budget to ensure alignment with the approved set budget
Day-to-Day Operations
Supervise the standard and complex day-to-day operations to ensure that work processes are implemented as designed and in compliance with established standards and procedures
People development
Manage the effective achievement of objectives by setting individual targets, developing and motivating staff in order to maximize performance
Safety, Quality & Environment
Comply with all relevant safety, security, quality, health and environmental procedures to ensure a healthy and safe work environment

SPECIFIC RESPONSIBILITIES

BUSINESS DEVELOPMENT

Build & maintain profitable sales & market share for Hala Abu Dhabi and achieve the set revenue targets according to the sales plan
Prospect for potential new clients resulting in increased business in both local corporate government and inbound markets.
Identify potential clients, and the decision makers within the client organizations
Research and build relationships with new clients
Qualify and respond to RFP’s for new business ensuring they are relevant, commercial and accurate.
Present proposal/ tender response in front of Senior Management from client/ stakeholder side
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client and represents Hala Abu Dhabi as a first class and leading DMC in the UAE
Work in close conjunction with other business areas (i.e. operations team, product, systems etc..) to ensure a complete and accurate value proposition for the client.

CLIENT RETENTION

Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.

BUSINESS DEVELOPMENT PLANNING

Attend and represent Hala Abu Dhabi at relevant industry events (ICCA) and trade shows, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

MANAGEMENT & RESEARCH

Submit weekly progress reports and ensure data is accurate.
Ensure that data is accurately entered and managed within Hala’s CRM sales management system.
Forecast sales targets and ensure they are met.
Track and record activity on accounts and help to close deals to meet these targets.
Work with the Hala marketing team to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Research and develop a thorough understanding of the company’s people and capabilities.
Understand and adopt The Etihad Groups core values and winning behaviors across all business activity.

EDUCATION & EXPERIENCE

Minimum Diploma (2 years or more).
Minimum of 10 years of experience within relevant field .

SKILLS

Communication skills – Excellent
Leadership – Proficient
Negotiation skills – Excellent
Relationship Management skills – Excellent
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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