Job details

Job category

MARKETING - Marketing Manager

Job title

Airline Business Development Manager F/H

Contract type

Permanent

Description of the assignment

ANA is responsible for managing 10 airports in mainland Portugal (Lisbon, Oporto, Faro and Beja Civilian Terminal), in the Azores (Ponta Delgada, Horta, Santa Maria and Flores) and in Madeira (Madeira e Porto Santo). The Airline Business Development Manager will be responsible for driving key account airline acquisitions, retention and growth. His missions are the following:
People Management

• Plan, organize and direct an efficient and effective team.
• Working with the ANA network to create a sense of community and high performance in order to achieve a common agenda, clarity and transparency of duties and targets, the exchange of ideas and the development of business opportunities.
• Provide ongoing coaching and mentoring through informal and more formal one-to-one reviews to ensure continued motivation, open and effective communication, development and adoption of company values.
• Develop KPI?s with team members and monitor individual performance, including conducting performance evaluations and performance improvement processes when needed. Measure performance against objectives and implement corrective action as required.
• Work with senior management to devise and implement innovative go-to-market strategies

Customer Manager. Sales Performance and Process Management

• Monitor and maintain performance and productivity of the team including effective management of the budget and the management of sales performance dashboards.
• Champion and ensure compliance with CRM salesforce.
• Proactively contribute to the passenger forecast review processes to oversee the development of pipeline, identification and support of key deals and opportunities, the assessment of key deals for wider management or other support and the closing of deals in time to meet forecasts and financial objectives.
• Support all key pricing and contract negotiations and dispute resolutions and ensure all commercial processes adhere to the requirements.
• Continually monitor and report on progress against longer term pipeline development, annual review and profit targets, account plans and act to support and overcome any discrepancies.
• Actively engage with and educate the team to drive relationships in the acquisition of prospect clients, up-selling and cross-selling of existing airlines.

Business Manager. Business Growth

• Ensure an in-depth understanding of the airline market and all its value chain including competitor analysis to provide support to the ANA aviation development team in the identification of key prospect airline clients and market segments.

• Develop sales plans ? defining market strategy, market share/ competitors and growth opportunities. This role will be critical in aligning the ANA strategy with airline requirements to define a sales opportunity pipeline and forecast, driving the growth of profitable revenue with the aim to exceed budgeted.

Profile

• Leadership and people management skills including coaching, change management, motivating and addressing performance.
• Demonstrated experience as a ?doer? and hands on leader. Decisive and comfortable making decisions quickly.
• Results driven with high passion, drive and motivation.
• Proven sales skills with well-developed influencing, persuasiveness and negotiating abilities.
• Evidence of strategic thinking and planning skills, particularly in business development. The ability to prioritize and effectively manage time.
• Accomplished networking skills both internally and externally to ensure collaboration, teamwork and cooperation within a demanding, culturally diverse and matrix organization. Team player. Ability to build relationships with peers, cross-functional counterparts, and upper management: They are committed to helping others be successful.
• Entrepreneurial, comfortable in a dynamic, fast changing, complex and unstructured environment.
• Excellent communication and presentation skills. Able to adapt and flexible to target each airline client. Customer centric. Empathy and ability to understand customer viewpoint and customer service.
• High standards of honesty and integrity.

Required Work Experience

• Experience in a management role leading complex sales teams. Exposure and experience of change management an advantage.
• Considerable and broad experience in a senior business development or sales role in business-to-business environment and/or service sectors.
• Able to demonstrate a proven track record of key account management at senior management/board level, developing and building profitable relationships and influencing senior decision makers.
• Utilizing a CRM to manage team sales tasks, pipeline and closing.
• Previous experience in aviation ideal, but not essential.

Required Qualifications

• Educated to Degree or MBA level.

Required Languages

• Fluent English, both verbal and written.
• A second language is advantageous, especially French, though not essential.

Applicant criteria

Minimum education required

Master's degree

Minimum experience required

More than 8 years

Languages

English (Fluent)

Job location

Job location

Europe, Portugal

Address

Lisbonne

General information

Affiliated entity

VINCI Concessions is an international market leader in airport, highway and railway mobility, committed to fostering sustained and shared growth for territories and communities. We successfully deliver the public-private partnership promise in 21* countries, building on our unique construction-concession model and a broad expertise in designing, financing, building and operating mobility facilities. Delivering a positive experience to our 2 million daily customers is the primary goal for our +20 000 employees throughout the world. VINCI Concessions brings together VINCI Airports - the world's first private airport operator, VINCI Highways ? a leading road mobility operator with 3.564 km managed in 14 countries, and VINCI Railways - a pioneer in the rail concession industry.

Reference number

2020-47490

Publication date

11/27/2020