Job Description

Job Purpose: Apply market knowledge, analysis and sales principles to identify and realise Corporate Sales Opportunities to achieve revenue and market share targets. With the Sales Manager, guide and coach sales teams in the area of Corporate Sales.




Job Outline:


Focus on the corporate sector generating premium revenue and yield to ensure most effective utilisation of sales efforts and to provide optimum attention to Emirates' revenue generating outlets/potential incremental revenue sources as indicated by market intelligence. Anticipate competitor activities by monitoring market trends and initiate sales strategies in a timely manner to outmanoeuvre competitors. Make recommendations which require commercial policy changes. Negotiate and administer all major national corporate agency incentive agreements to maximize revenue opportunities. Prepare monthly and annual sales and marketing reports, business plans and budgets for corporate sales activities. Monitor all the business travel agent agreements (both the big 4 TMCs and the independents) on a monthly basis, through use of the BSP returns, examining the BSP data and interrogating the MIDT information. Take appropriate action to reverse adverse trends. In conjunction with HQ corporate communications, instigate and manage for tactical promotional road shows, Business Travel trade activities, agency promotions and premium travel Direct Mail initiatives. Administer the prompt and accurate payment of agency incentive payments as they fall due and diplomatically handle any disagreements concerning levels due. Administer agency and corporate account marketing funds, ensuring adequate and appropriate disposition of the funds in accordance with revenue returns and incremental and potential premium traffic. Guide and coach all sales staff on incentive agreements, national revenue generating initiatives and corporate value added products such as Business Rewards.

Qualifications & Experience: Commercial/Sales.


Other : 8+ Years




Relevant 3 year degree


Honours degree would be advantageous




Experience in all aspects of the airline corporate sales environment, including at least 5 years at managerial level.


Knowledge/skills:


Knowledge of corporate travel


Excellent communication skills


Proven ability to negotiate effectively at all levels


Completed formal training in sales & marketing techniques


Advanced knowledge of Microsoft Word, Powerpoint and Excel


Excellent analytical skills with advanced ability in interpreting and analysing data/statistics/reports etc.


Fluent in written and spoken English


Valid driving licence




Please note that you must have the right to live and work in South Africa.