Senior Sales Executive

Job description / Role

Employment: Full Time

About dnata Travel Group

dnata Travel Group represents the travel division of dnata, one of the world's largest air and travel services providers. Consisting of more than 20 leading international travel brands, we are proud to serve our global customer base as a leading, award-winning travel services provider.

Role Overview

As a senior sales executive, you will efficiently plan, manage, organise and monitor sales targets to ensure the achievement of sales objectives and the directives and deliverables of the department. Maintain regular liaison with the principal, trade partners, clients and business accounts to ensure that the standards of service agreed are maintained and delivered to their satisfaction.

In this role, you will:

• Be responsible for the achievement of the overall sales targets (online and other) by sourcing and prospecting for new business, as well as managing existing business to increase revenue.
• Focus on client relationship management and the effective use of systems to ensure the strict implementation of procedures and the policies of the trade, maintain and improve service standards. Liaise with both internal and external clients to audit service quality levels and propose operational changes where necessary to optimise client satisfaction.
• Monitor revenue, yield and staff productivity, in order to recommend changes to achieve client satisfaction, revenue targets and profitability.
• Regularly communicate the product portfolio to customers using all means available to maximise sales and revenue. Ensure that policy decisions are promptly communicated to our front-line staff, trade partners and clients. Continuously update the database.
• Prepare and submit weekly, monthly and annual sales reports. Prepare annual and bi-annual business reviews for the client. Prepare responses to RFIs and RFPs from clients locally, regionally and globally as required.
• Explore opportunities for regional and global consolidation of multinational corporations.
• Review and analyse market trends and give recommendations to line manager. Support all promotions and events organised by dnata Travel Services to ensure sales targets and organisational goals are met.
• Lead sales efforts on supplier portfolio, draft and negotiate proposals and agreements.
• Support and ensure the successful implementation of new customers on the platform.
• Maintain customer relationships by visiting customers when required and participate in review meetings to implement ideas on how to increase sales and revenue.

• Deliver quantitative consulting approach and lead sales efforts on key identified leads; structure and draft proposals, including written materials, pricing and presentations.
• Ensure that the strategic direction defined for OTAs is followed and supported from all customer supporting functions of our business from account management to commercial operations.
• Champion online sales change initiatives within the team and role-model new behaviours.
• Obtain quality market intelligence (market trends, competitor activity) and communicate findings with recommendations to refine and adapt sales strategies to exploit new opportunities and counter competitor activities.

• Provide support to all internal customers and help resolve a wide range of issues within the specified SLAs.
• Document and update actions, events and meeting notes in the customer relationship management tool.
• Support the implementation of internal customers and assist with following up with actions to ensure timelines are met.
• Undertake a variety of projects including, but not limited to, assisting with communication and marketing.

• Achieve the customer conversion KPIs towards the online channel as laid out by the E-Commerce Manager and dnata Travel Management. Ensure the successful implementation of the strategy to achieve the targeted adoption rates.
• Ensure that the corporate customers use all aspects of the online booking solution placed at their disposal through proactively arranging training and workshops during implementation and continuous monitoring for process improvement thereafter.
• Maintain customer relationships by visiting customers when required and participate in review meetings to cover all operational issues related to the use of the online booking solution.
• Investigate and resolve all customer complaints to ensure customer satisfaction and their uninterrupted procurement of travel services through dnata Travel Management.
• Identify the customisations and support required for each corporate customer and ensure that the same is administered through the booking solution and/or through a business process. This includes the customisations for managing the travel policy and expense management modules within the overall solution.

Qualifications & Experience

To be considered for the role, you must meet the below requirements:

• 5+ years of experience in commercial or sales and a degree or honours (12+3 or equivalent).
• Sales and/or account management experience, preferably within the travel industry.
• Experience in conducting sales presentations.
• People management experience in a multinational environment is desirable.
• Experience in attending service level reviews with clients and implementing agreed standards.
• Demonstrable negotiation skills at a senior level.
• Ability to complete statistical reviews and analyse results.
• U.A.E. driving licence is essential.

Leadership role: No

About the Company

A fast-growing international airline with one of the youngest fleets in the sky and more than 400 awards for excellence worldwide.

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