Head of Regional Sales South-east Asia

5 days ago

Singapore LUFTHANSA GERMAN AIRLINES (DEUTSCHE LUFTHANSA AKTIENGESELLSCHAFT) Full time

The Head of Regional Sales South-East Asia is responsible for the commercial sales activities of all Lufthansa Group (LHG) Passenger Airlines in South-East Asia and aims to maximise market share and revenues within defined sales cost budgets. These activities primarily comprise initiation and implementation of commercial sales activities, management and prioritising of incentive resources and regular, independent monitoring of relevant KPIs. In many markets, the Airline Sales Unit is also responsible for the activities of the relevant joint venture partners (e.g. A++, J+ and S+). In addition to account management, the Sales Unit is in charge of regional business development processes and requirements for the LHG Commercial Offer Management.

**Tasks**

The tasks include in particular:

- Regional strategy development based on market and competitor trends and derivation of appropriate measures
- Regional responsibility, control and definition of all sales activities of LHG Passenger Airlines
- Control and steering of measures based on analytical data to optimize the sales results of LHG Passenger Airlines with the aim of achieving revenue targets while using resources (e.g. incentives) efficiently
- Responsibility for direct and indirect local sales costs
- Responsibility for sales revenues, in particular the B2B segments Corporate and Agencies
- Creation of local concepts for the commercial management of local travel agencies, tour operators and consolidators (e.g. through local prioritization of appropriate incentive funds), taking into account central requirements
- Ensure the further development of the conceptual and tactical cooperation with different joint venture partners with the purpose of increasing the sales of the joint ventures. Coordination and allocation of the B2B customer portfolio within the JV partners as well as derivation of suitable communication measures
- Own development, design and implementation of B2B Sales programs based on local market requirements, multi-brand and competition
- Development, implementation and review of processes within the department and with stakeholders to assure efficient and effective collaboration
- Leadership/motivation/development of employees as well as implementation of individual personnel measures
- Contribution to the strategy, contracting and process coordination for Global Accounts as Asia representative to the Global Account Management leadership team Representation of the LHG Passenger Airlines to external stakeholders, e.g. press, associations and government representatives

**Professional and personal requirements**
- Extensive knowledge in sales and related business functions
- 5 years experience in operational management of sales teams
- University degree in business sciences or equivalent long-term work experience
- Management expertise: very good social and communication skills, ability to deal with conflicts
- Language proficiency: English, fluent for business
- Intercultural skills and experience: confident assertiveness in an international environment
- Fluent in English both written and spoken Knowledge of German language is beneficial

**If this is you, please forward your detailed resume including your current and expected salary.

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