Sales Strategy Development and Execution
- Own and achieve/exceed annual sales targets for the terminal's business.
- Develop and execute strategic plans to achieve sales targets and expand both B2B and B2C customer base across the terminal's services and products
- Analyse and track clients performance to identify business potential and opportunities.
- Seeking out new clients and growing strong customer relationships with key clients.
- Develop a strong understanding of the competitive landscape for the various products.
- Accurately forecasting future sales and market trends to adapt to shifts and direction of sales strategy in the marketplace to maximise revenue and profit.
- Provide insight on market intelligence and industry trends conduct customers, competitors and market. Identify gaps and opportunities, sharing feedback and best practices within the organisation, with the objective of building and strengthening the Group's position in market and growing the business.
Sales Discipline
- Regular tracking and monitoring of sales revenue and the team's sales pipeline to ensure revenue is on budget.
- Disciplined approach to team management and client account management.
- Ensure team's adherence to all sales procedures and processes.
Marketing
- To develop and execute the commercial strategy of one of the terminals, with a strong focus on sales, marketing, and customer engagement. The role's primary objective is to drive traffic, increase footfall, build awareness, and maximize revenue across all commercial streams.
- Develop and implement sales and marketing strategies to grow passenger traffic and footfall.
- Lead campaigns and partnerships to enhance brand awareness of the terminal.
- Drive commercial performance across all touchpoints, including lounge, F&B, advertising, and service offerings etc.
- Identify new revenue opportunities and optimize existing streams.
- Build and maintain strong relationships with airlines, business partners, and stakeholders.
- Monitor market trends and customer insights to inform commercial strategy.
- Deliver and track KPIs relating to traffic growth, revenue targets, and customer engagement.
- Lead and motivate the commercial team to achieve business objectives.
- Lead Corp Comms and PR team on external and internal communications, strategic stakeholder engagement, brand reputation management, crisis communications, and support for commercial initiatives.
Key Deliverables
- Increased visitor traffic and utilization.
- Improved sales and customer spend.
- Enhanced market positioning and brand visibility of the terminal.
- Achievement of commercial revenue and profitability targets.
Management of Sales & Marketing Team
- Lead and implement Sales & Marketing team KPIs, goals and objectives.
- Supervise, train and guide team members to successfully achieve revenue targets.
- Inspire and motivate team members while providing positive feedback.
- Maintain effective control of Sales & Marketing budget and expenses.
Other Responsibilities
- Serving as a business representative at major industry events, conferences, trade shows, and expositions.
- Any other duties as may be assigned by the Management from time to time.
Requirements:
- Degree in Hospitality Management, Business Administration or related discipline with a minimum of 15 years experience in hospitality Sales and Marketing leadership role.
- Demonstrable experience in a senior sales role, meeting or exceeding targets.
- Ability to lead and take decisive actions, working under pressure and prioritizing work
- Ability to drive the sales process from plan to close.
- Ability to effectively analyze and use operational, financial, and marketing data to maintain and improve market share/penetration goals.
- Strong listening, persuasive, negotiation and presentation skills, excellent interpersonal and communication skills, ability to present and influence all levels of the organization, including at executive and C-level.
- Strong ability in coaching, team development, cross-team collaboration and project management.
- Demonstrable ability to lead CRM initiatives and E-commerce capability.
