Head of Airline Distribution Sales, AP

2 weeks ago

Singapur, Singapore Amadeus Full time

Job Title

Head of Airline Distribution Sales, AP

Common accountabilities:

- Manages large, potentially diverse teams of Managers and/or Senior Managers. Typically manages an Area within a Sub Function or acts as Director in his/her absence.​

- Deep understanding of industry and business. Defines a vision for the department in line with the global strategy and translates it into a concrete action plan. Provides input to functional or departmental strategy and assists the Director in the definition of the budget for the area.​

- Navigates organizational complexity, develops plans and delivers results in fast-changing businesses and complex environments.

Specific accountabilities:
Sales Planning
* Develop the sales and renewal strategy for geographic sub-region in line with BU LTP, working in close collaboration with Account Management and Markets teams.
* Review and contribute to the regional pipeline and prioritisation of opportunities in line with LTP.
* Review product and solution mix in line with opportunities in the region and recommendations to the organisation.

Sales Engagement Strategy
* Qualify opportunities raised by account management in terms of solution fit and revenue potential.
* Develop and take ownership of the sales strategy, the relationship mapping and the planning for each engagement, with support of account management.

Bid Management
* Lead large to extra large deals. Take full ownership of bid management process from start of the engagement to contract signature.
* Is responsible for the definition, structuring and analysis of the commercial framework.
* May be supported by Sales Manager on the more complex deal in order to concentrate on bring leadership and strategic thinking to the bid.

Contract Negotiations
* Manage the contracting plan and lead the entire negotiation process from drafting to contract signature.
* Prime entry point for customer negotiation team.
* Structure the negotiation framework in line with BU objectives and legal criteria.
* Coordinate internal contract negotiation team.

Post contract
* Hand over contract to Account Manager and Program Manager.
* Provide clarifications and support resolutions of commercial issues to the rest of the BU organisation.
* Share objectives of the execution of the Customer implementation in line with business case.

About ideal candidate:

University degree in Economics, Engineering, Business or related discipline or equivalent work experience, preferably an MBAProven record of on target Sales, IT, Management, Finance, IT and in complex, high-value salesHas the ability to 'think-outside-the-box' and is able to liaise with all internal stakeholders (including top management).Excellent understanding of the airline business and GDS industry, Complex IT projects

Diversity & Inclusion

We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.

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