Goals
The Head of Sales Steering APAC/ME orchestrates market specific sales strategies and performance optimization across all LHG carriers, as well as Joint Venture partners. He/she:
- Translates the global sales strategy into localized actions, supporting sales teams in driving sustainable revenue growth through data-driven action plans
- Acts as the touchpoint for the Area Manager and Regional Sales Managers on performance topics, supporting account steering, overseeing incentive budget and orchestrating the shift toward modern airline retaining with analysis/action recommendations
- Takes an active role in the definition/representation of market requirements in direct exchange with Business Development and Performance Management, Commercial Offer, Digital Retailing as well as Network & Mobility Management.
Task
- Implement an optimal local sales strategy to improve the market position of Lufthansa Group carriers and coordinate the Lufthansa Group and Joint Venture strategy in the markets
- Ensure long-term commercial success through optimization of Sales channel mix and safeguarding of revenues.
- Coordinate and steer the interface to Digital Retailing with regard to Global OTAs, Digital Commerce and Distribution in order to ensure a holistic commercial approach in assigned markets.
- Optimize revenues and the positioning of Lufthansa Group in the markets and ensure efficient allocation of resources (incentives, AM's, etc.)
- Steer the local revenue budget for Lufthansa Group and Joint Venture partners by regular analysis of market competition to identify action fields, threats and opportunities, and create sales roadmaps for local markets.
- Conduct holistic market analyses that include direct & indirect sales channels, markets and account portfolios and develop structural and tactical measures, including implementation of incentive programs, to shift legacy sales to NDC and drive ancillary sales.
- Advocate for assigned sales region in direct exchange with central commercial units
- Definition, evaluation and prioritization of market and customer requirements for the flight plan and evaluation of existing regional partnerships.
- Lead and develop his/her team, ensuring motivation, efficient resource deployment, and alignment with Leadership Next Level principles and HR guidelines.
.All other duties as assigned or required
