Head of Corporate Sales Home Market Belgium
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Location: Brussel
Job type: Permanent
Aircraft type:
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Sector: Sales & Purchasing
Job Role:
Head of Corporate Sales (Home Market Belgium)
Job Objective
Within the future integrated Brussels Airlines, Eurowings and Lufthansa Group environment, the Head of Corporate Sales is overall responsible for reaching the defined corporate revenue targets for the Group in the home market Belgium.
In close cooperation with the Sales Director Home Market Belgium, he/she is accountable for defining and implementing the corporate sales strategies and commercial action plans in his/her area of responsibility towards the achievement of the agreed sales objectives. He/she is responsible for the planning, coordination and management of corporate sales activities for LH Group, EWG and JVs. He/she exploits the revenue potential from the new business segment, SME as well as account managed customers and travel agents.
He/she is part of the Execute Sales process.
Key Responsibilities
* Team Management
Lead and take the responsibility on the day-to-day management of the integrated corporate sales team in the home market Belgium. It also implies to manage, support and motivate the corporate sales and business development team towards the achievement of assigned revenue target objectives.
* Account Management and Business Development
Establish, execute and follow up monthly corporate sales activities and KPI targets in line with the assigned budget and market development for LH Group/EW Group and JV partners.
Identify revenue opportunities in cooperation with HX/DB sales units and develop appropriate measures to exploit these opportunities in all relevant segments.
Assess account development and performance (in terms of customer behavior, competitor activities, tools, technology and trends), evaluate and derive appropriate measures.
Establish leadership in home market Belgium by securing long-term commercial relationships with the local corporate market in order to achieve the country point-of-sales revenue targets while keeping costs under control.
Increase the Group visibility and strengthen our presence in the Belgian home market through the coordination of appropriate local sales and marketing actions.
Manage in person the relationship with key selected strategic accounts and ensure proper client-specific business plans towards assigned revenue objectives.
* Steering and Monitoring
Responsible for contract negotiation and approval of business travel agents and corporate accounts in his/her field of responsibility
Coordinate LH Group / EW Group and JV partners topics with relevant interfaces and local execution of commercial requirements
Coordinate corporate sales activities based on defined action plans
Ensure continuous performance monitoring against set targets and derive appropriate actions to meet sales / budget targets accordingly.
Ensure quality of display (e.g. pricing, ancillary services, branded fares) in any relevant distribution channel and purchase point (e.g. GDS, OBE, DC solutions) in the corporate segment of the home market.
Review & steer corporate programs and other incentive schemes in order to ensure competitiveness of the corporate product in the market. Support, guide and instruct account managers with regards to Group/JV contracting guidelines (e.g. AIP, CIP).
* Representation and Information
Represent LH Group / EW Group and JV carriers within her/his assigned scope of responsibility.
Drive awareness and position LH Group/EW Group and JV partners optimally in line with strategic initiatives.
Ensure internal flow of information and constructive cooperation with relevant interfaces.
* People Management
Select, lead, guide and motivate his/her team
Personnel planning in accordance with target agreement and budget allowance
Develop the team and foster talent by applying the available performance management tools
* Process Orientation
Accountable for process execution within his/her department
Actively collect and contribute ideas for process improvements
Your Profile
* Master Degree or equivalent by experience
* Industry/ Home Market Belgium knowledge is a must
* 3 years of experience in a similar function is an asset
* Knowledge of Lufthansa Group/Eurowings Group product and sales organization is an asset
* Preferably leadership experience
* Required languages: fluent in English, French and Dutch (spoken and written) is a must. German is a strong asset
* Strong leadership and people management skills
* Analytical with fair ability to manage complexity
* Independent, proactive and creative approach
* Innovative, flexible and open to change
* Structured / systematic approach/Process orientation
* Excellent negotiation, communication and commercial skills
* Very strong team player
* Strategic and conceptual thinking
* Assertiveness
* Problem solving / solution oriented
* Time Management and ability to work under pressure
* Open to develop in a multi-airline environment
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