Head of Market Account Steering Home Market Belgium

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Location: Brussel
Job type: Permanent
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Head of Market & Account Steering Home Market Belgium

Job Objective

Within the future integrated Brussels Airlines, Eurowings and Lufthansa Group environment, the Head of Market & Account Steering Home Market Belgium applies business and market intelligence to identify threats and opportunities as well as strengths and weaknesses in the home market.

She/he translates them into local tactics and actions with the objective to optimize the LH Group & JV performance in the assigned region. She/he is involved in the processes Sales Reporting, Sales Steering and Execute Sales (Account Steering). He/she leads a team of Market analysts and Sales/Account Steering Experts, as well as a Pricing and RMC Coordination Expert for the home Market Belgium

Job key results

Market & Account Steering, Business Development & Forecasting

* Consolidating market-specific trends in sales environment to contribute to central development of appropriate strategies/measures for LH Group in Home Market Belgium

* Translating global strategy into regional measures and tactics to ensure target achievement, increase revenue results and optimize revenue quality.

* Contribute to target fulfilment and steer efficient incentive budget usage by regular revenue & incentive cost forecasting and continuous monitoring of targets.

* Regular analysis of market, competition and LH Group & JV performance to identify action fields, threats & opportunities

* Ensuring a seamless flow of market, competition and airline performance related business intelligence to relevant departments

* Derive account management activities for the Home Market Belgium, based on regular performance monitoring of the managed account portfolio, and identify possible revenue potentials for LH Group and its JV partners

* Lead and manage “Tandem” collaboration between Account Managers and Account Steering Experts to facilitate joint performance analysis and offer creation

* Manage the compilation of offers and business cases to ensure the commercial optimum for LH Group and JV partners, contributing with business intelligence, analyses and calculations

Home Market Pricing & Revenue Management Coordination

* Support the development of pricing & revenue management strategies and concepts in cooperation with Revenue Management Coordinators

* Ensuring competitiveness of the LH Group pricing products (un-published) and addressing pricing / steering requests to central units or JV partners

* Ensuring the AJV pricing coordination lead for Home Market Belgium in close cooperation with the central AJV pricing unit

* Providing impulses and local business intelligence to central Revenue Management units

* Coordinate the implementation of central new Revenue Management processes & initiatives in his/her markets

* Ensure standard process of out-of-bandwidth requests (OBR)

* Participation in other duties as assigned

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

* Bachelor degree or equivalent

* At least 3 years of experience in a similar function is required

* Industry/ Home Market Belgium knowledge is a must

* Lufthansa Group/Eurowings Group product and sales organization is an asset

* LHG/EWG sales organizations

* Preferably leadership experience

* Required languages: fluent in English, French and Dutch (spoken and written) is a must. German is a strong asset

* Very strong analytical skills

* Entrepreneurial / commercial mindset

* Ability to manage complexity

* Independent and proactive approach

* Structured / systematic approach/Process orientation

* Strategic and conceptual thinking

* Assertiveness

* Problem solving / solution oriented

* Innovative and open to change

* Leadership & People Management skills

* Team player

* Time Management and ability to work under pressure

* Open to develop in a multi-airline environment
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