Air India SATS Airport Services Private Limited (AISATS) Hiring for Senior Manager Commercial (Aviation Background) at Bengaluru, Karnataka, India Full Time

JOB PURPOSE

To promote and profitable grow AISATS’ handling business and market share

Location

Bengaluru

SPECIFIC RESPONSIBILITIES

1 MARKETING

1.1 Scheduled Carriers

1.1.1 New Business

• Meet up with competitor-handled airlines to establish relationship and gather market information

• Identify potential airline customers, contact them early, introduce AISATS and build relationship with their local and overseas management

• Send out quotations tailored to new customer’s requirements

• Coordinate airline visits to AISATS, personally meet airline guests on arrival and departure at airport

• Present, sell, and market AISATS to airline to project AISATS as the best solution to their handling needs.

• Assist to negotiate with airline for best possible rates

• Finalize and expedite signing of contract

1.1.2 Contract Renewal

• Monitor for relevant and opportune time to renew rates and contracts

• Review customer profile, business volume and handling revenue

• Propose renewal strategy and renew rate/contract successfully with customer

• Encourage airline customers to take up more services from AISATS (wallet share)

• Facilitate innovation of new services in working with customers and AISATS team

1.1.3 Customer Service

• Service customer airlines with ops – be the customer’s advocate

• Monitor market share

1.2 Ad hoc/Charter Carriers

• Understand the charter market structure

• Identify major players (could be agents, not necessarily charter operators) introduce AISATS and build relationship with them

• Send out quotations tailored to their requirement

• Monitor market share & yield and grow both

• Marketing Administration

• Disseminate and brief Ops and Finance on new contract and customers requirement

• Keep proper and updated records on contracts

• Monthly reports, study reports

• Conduct audits to ensure billing is according to contract

• Facilitate settlement of billing disputes

• Monitor customer feedback and ops’ response and follow up

• Prepare annual budget for marketing

• Keep tabs on competitors

Key Result areas and outcomes expected from role:

• Good working relationship with customers, and airport community

• Marketing and pricing strategies formulated and implemented for profitable growth

• Effective marketing and excellent representation of AISATS services

• Attractive proposals in response to RFPs and relentless follow up to win airline accounts

• Maximum customer delight facilitated, increasing value to customers for contract extension

• Solid research and reports that indicate good grasp of market industry trends and competition

• Profitable growth in AISATS market share and customer wallet share.

• Positive growth in AISATS branding

EDUCATIONAL QUALIFICATIONS

MBA or Post Graduate degree from recognized university in Marketing (Preferred)

RELEVANT EXPERIENCE

Three years minimum in marketing and sales

Technical/Functional Skills

• Excellent people skills

• MS Office Savvy: conversant with excel and its data management functions, MS Word, and PowerPoint

• Analytical: Able to analyze market statistics and present analysis in a coherent and professional manner

• Financials: Ability to understand basic revenue concept and profitability principles. Able to calculate fees and returns

• Communication, presentation and Negotiation Skills: Excellent English communications, professional presentation and sharp negotiation skills. Excellent writing skills for marketing and reply to customer feedback. Able to write reports and contribute articles for company news updates

• Planning & Execution: Ability to plan corporate functions and execute events

• Business Acumen and Negotiation Skills

PERSONAL CHARACTERISTICS & BEHAVIOUR

• Excellent communication skills

• Excellent people management and leadership skills

• Good Analytical and Interpersonal skills

• A team leader with the ability to lead and manage cross-functional teams

• Ability to adapt various computerized systems

• Must have good to excellent relations with regulatory authorities and governing bodies in a domestic location

• Responsible and accountable for overall Quality, Safety and Security of operations.