Sales Representative

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Responsibilities

Job Title: Sales Representative                                Dept: Global Sales
Reports To: Sales Manager                                        Div: Commercial

1.  JOB PURPOSE

- To achieve profitable sales revenue to an agreed target for a sales territory and/or portfolio of clients.
- To promote the Etihad brand, products and services through the primary distribution channels available
- To negotiate & account manage commercial agreements with top national accounts

JOB ACCOUNTABILITIES

1 Achieve the set revenue, yield and volume targets by zone. Overall responsibility for portfolio of accounts.
2 Complete, submit and agree weekly call plan of sales activity. To be signed off by SM 2 working days ahead of following week
3 Complete and execute individual account development plans for top 20% of agents. Use of SFA tools to track account details as well as MIDT to measure performance
4 Ensure territory activity is within agreed cost of sale targets. Agreed to work within budgets and in best commercial interests of Etihad Airways
5 Implement sales territory marketing plan to agreed activity. ROI measured after each execution.
6 All sales activity to be recorded in SFA data base. Activity to be recorded weekly and signed off by SM
7 Sales calls to focus on top 20% of agents/corporate. Activity to be signed off weekly on sales calls that generate 80% of revenue
8 MIDT to be used to plan sales objectives. Market share to be monitored monthly

3. COMMUNICATION & WORKING RELATIONSHIPS

- Sales Manager to whom this position reports, for planning, coaching, personal development etc
- Country Manager, to ensure awareness of key market activity
- Sales team, to facilitate shared learning and best practice
- Sales support, reservations & ticketing teams for problems solving & implementation of sales plans
- Head office Pricing and CRC teams for ad-hoc requests for groups, corporate sanctions, etc
- Finance for cost of sales analysis and expenditure reporting
- Guest Affairs for resolution of guest issues and reporting on status of guest issues
- External supply chain management: Agents, Tour operators, consolidators, corporates as part of sales territory
- External partners e.g. hotels, car hire companies to facilitate joint business etc

5. OPERATING ENVIRONMENT

- Able to work remotely and independently without supervision
- Prepared to work unsocial hours e.g. to participate in evening customer oriented events
- Travel as required for training or familiarization visits etc

6. KEY COMPETENCIES   

- Core Behavioural (select at least 2) Functional (select at least 1)
- Customer orientation Problem solving & decision making  Project management
- Results focused Planning & organising 
- Interpersonal skills Building Working Relationships  

QUALIFICATION & EDUCATION, EXPERIENCE, TRAINING & KNOWLEDGE

- Qualifications and Experience:
- Minimum Diploma (2 years or more) OR a minimum of 3 years of work experience within relevant field.

Training:

- Negotiation and Sales techniques
- Presentation skills
- Account Development Planning
- MIDT, Sales Force Automation systems
- Reservations and Ticketing

Knowledge:

- Good written and oral English language skills
- Ability to work under pressure and to short lead times.
- Self starter with strong planning, presentation, communication, and interpersonal skills.
- Good analytical skills to make positive use of broad range of data and information.
- Good PC skills include Word, Excel, PowerPoint, Internet.

Deadline for application – August 04, 2018
Email: [email protected]

• Only shortlisted candidates will be invited to further steps of the recruitment process

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