GF1044 - BUSINESS DEVELOPMENT MANAGER

Division: Commercial
Location: Bahrain - Head Quarter
Department: Business Development & Distribution
Closing Date: 15-Mar-2023
Main Objectives:
The Business Development Manager has a key role in the sales organisation. This role demands to be a single point of contact and a single source of both intelligence and expertise in areas of sales – distribution & incentive strategy, ancillary product development, sales innovation, partnership sales & market development for C-Level, Senior Management in field and Head Office and for sales team members across the network The main area of actions are:

- Setup of Sales targets/KPIs and monitoring of performance (sales reports)
- Agency Affairs (GSA management).
- Industry affairs (relationship with IATA).
- Tenders/management of relationship with Bahrain Tender Board for local suppliers.
- Streamlining, modernization, standardization and codification of sales procedures.
- Helping SMBDD to formulate, design and implement Short and mid term sales strategies
- Act as a central point of contact for all outstations in their relationship with HQ.
Main Duties:
1. Act as a central focal point to the commercial organization serving as link with GF HDQ departments (Revenue Management, Network Planning, Procurement, Legal) and outstations.
2. Contribute to the execution of Gulf Air's distribution strategy by managing the day to day relationship with Global Sales Agents (GSA) which represent Gulf Air, local to markets where direct presence is not viable.
3. Proactively drive short, mid and long term sales strategy and Go to market strategy for GF in line with organizational need.
4. Focussed on implementing initiatives to drive the distribution cost downwards.
5. Act as a single source of information
6. Manage GSA contract tendering for new appointments and renewals. Negotiate agreements with GSAs.
7. Coordination of any GF legal cases concerning a GSA and/or GF sales outstation.
8. Manage PSA agreements.
9. Manage ADM/ACM.
10. STPC definition and booking/handling process.
11. Manage the contracting of land services such as bus services.
12. Circulation and update of local (station) regulations (visa, immigration etc.).
13. Standardize and automate sales procedures and processes aligning to the vision of organization to improve yield and reduce costs.
14. In co-operation with Marketing department, implement best practices to standardize Marketing framework across outstations ensuring right brand guidelines and penetration to right market segments.
15. Coordination of closure and opening of new stations it terms of assets/legal/staff/etc.
16. Maintain, update and follow up on GF admin regulations to be adopted at station local level.
17. Influence and contribute to the development of the commercial plans of the Airline.
18. Ensure all legal, statutory and regulatory requirements are met.
19. Represent GF as the Senior Executive when interfacing or negotiating with external vendors, Governments, Civil Service, GSAs, Travel Agents, Handling Companies and other organizations.
20. Develop teamwork and provide leadership guidance and support to all staff in the team.
21. When required, ensure staffs are recruited, trained and motivated to the standards set in the People KPI. Manage performance. Provide, where appropriate, a succession plan for the area.
22. Manage all resources to ensure optimum utilization, control items of expenditure to pre-determined budgetary levels by maintaining a strict cost control policy, in particular commission costs of our GSAs and all other distributions, training and manpower development.
23. In depth analysis of findings/changes to outstations and/or departments impacted by necessary action. Continuously explore areas, identify opportunities and perform strengths and weaknesses assessment for markets to generate common revenue/cost saving targets.
24. Prepare reviews packs for SMBD&D as well as other senior management as part of improvement project initiated. Conduct review of initiatives and identify areas that require improvement and highlighting major concerns. Follow-up, manage and liaise with regional sales and Sales Management in HQ on the implementation of the remedial action recommended with the aim increase success of planned activities.
25. Assist in preparing daily, weekly, monthly and yearly sales reports to and others stakeholders in the Gulf Air Commercial organization.
26. Accountable for driving the simplification, standardization and documentation of procedures in the whole Sales and Distribution organization.
27. Interface with rest of the Distribution and Sales Support organization.
28. Undertake any other duties that may be assigned by SMBDD
29. Responsible for subordinates KPIs and required to complete all stages
of performance management system.
Experience:
• Minimum 7 years of experience in Sales, Distribution or e-commerce.
• Travel agency or Airline Industry experience a must.
Qualifications:
• University Degree/BSc. graduate in a relevant decepline.
• Sales or sales operations experience in the travel industry, preferably in the airline industry.
• Significant managerial experience.
• Good knowledge of the Airline business and reservation systems.
• Strong negotiation skills, internally and external to the organization.
• Full understanding of Gulf Air Strategic Goals.
• Ability to influence internal and external counterparts.
• Distinct process-oriented thinking.
• Process documentation and documentation management culture.
• Computer literate. Strong knowledge of Microsoft Office, expecially Word, Excel and Powerpoint.
• Proven oral and written communication skills, including presentation.
• Ability to create healthy working relationships with own team, giving clear managerial directives.
• Excellent command of written and spoken English is essential (Arabic a plus).

Note: you will be required to attach the following:
1. Resume / CV
2. Copy of proof qualification
3. Passport copy
Back to Search