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Sales Manager, Australia and New Zealand

Date: Aug 20, 2019

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Please ensure you already have the legal right to live and work in Australia before submitting your application for this role.


Location: SYD
Job Level: 5


Role Summary: 

• To lead the AUNZ Sales team in two key areas of activity to achieve mutual QAJB commercial objectives:

 Work as a senior partner with the relevant team leads within the Qantas Sales Organization (AUNZ POS) to maximize QAJB performance where Qantas maintains the customer or segment lead position

Co-manage a select group of customers where an AA or combined AA/QF customer lead position is required

• To be the lead sales contact for AA in the execution of AUNZ QAJB transition plan items as a Working Group team member

• To be the lead sales contact for AA in the development of future AUNZ POS sales strategy

• In conjunction with the relevant AA HDQ teams and AA Asia Pacific teams, build and maintain highly effective relationships with other AUNZ Qantas Commercial teams (i.e. Revenue Management, Network Planning, Alliances and Partnerships and Jetstar)

• Build a strategy for the identification, targeting and acquisition of customers for AA outside the scope of the QAJB

About The Job

Key Responsibilities: (Including but not limited to)

• Lead the team to ensure successful interaction between other American Airlines Asia Pacific commercial teams and stakeholders (eg Revenue Management, Marketing, B2B Marketing, etc) to drive outcomes

• Provide updates to the QAJB Steering Committee and Sales Management Committee on working group progress for Australia and New Zealand POS

• Conduct quarterly reviews and strategy workshops with the Qantas Executive Manager Sales & Distribution (Australia) and Regional General Manager New Zealand, identifying any roadblocks to success and implementing a rolling three month strategic plan for both the Australia and New Zealand markets

• Conduct monthly reviews with the Qantas Head of Agency Partnerships, Head of Business and Government Sales, Head of SME Sales and Commercial Manager New Zealand to agree on focus strategies for the Australia and New Zealand markets

• Design and execute performance management dashboards and key performance indicators for the QAJB AUNZ POS, in conjunction with HDQ Sales and Qantas

• Develop & maintain senior level relationships in conjunction with the Account Management team of both Qantas & AA with key corporate customers and TMC/channel partners

• Lead and coordinate the team to work closely with all key internal commercial groups (RM, Marketing, Network, Loyalty and Distribution) as well as Ops team to maximize customer services levels and company brand

• Develop team members, ensure stability and success of the Australia and New Zealand team over the long-term with a focus on developing a leadership pipeline

• Act as face of American Airlines locally for commercial activities and events in Australia and New Zealand, represent the company with media, government and all relevant stakeholders

• Develop business plans and prepare annual budget for Sales in Australia and New Zealand

• Ensure compliance with company procedures and audit requirements for all the Sales activities in Australia and New Zealand  


Core Competencies & Skills Required:

• Extensive knowledge of the Australian and New Zealand travel industry

• At least 5 years of Sales Management or related experience and demonstrated team development capabilities

• Demonstrated caring and support of team members

• Change management experience

• An established network within Qantas and American Airlines, and a proven ability to influence decision making remotely

• Experience in leading sales and marketing programs to drive improved revenue outcomes

• Experience in leading strategic partnerships and building multi-tiered relationships

• Extensive travel is required throughout the assigned territory or other countries for business

• Flexibility and willingness to work outside business hours and at weekends as required

• Strong organization / planning, analytical and problem solving skills

• Excellent verbal and written communication skills in English, with ability to effectively communicate with all levels of employees, both internally and externally

• Position requires high flexibility and the ability to handle multiple priorities simultaneously

• Strong computer skills including a solid knowledge of Microsoft Office functionality

• Outstanding presentation skills (development and delivery)

• Ability to identify creative and innovative solutions to complex problems

Req: 32466

Job Level: 5

Job Segment: Manager, Revenue Management, Sales Management, Change Management, Management, Finance, Sales

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