SENIOR COMMERCIAL MANAGER

SENIOR COMMERCIAL MANAGER AIR PARTNERS | LANGLEY, UK

 Travel obsessed? Big tech fan? Hey, you’re in good company. If you want to be part of the industry that makes the world go round, then look no further. 

Travelport is the brains behind lots of your travel bookings- plane, car or hotel. Our technology is used to book that magical holiday, infamous long-awaited bucket list trip or that overdue school reunion. While we can’t solve mosquito bites or lost luggage, we can simplify a lot of the technical parts of travel, and we’re looking for the best thinkers to help us do it.

We’re hiring right now for a Senior Commercial Manager for #Travelport on LinkedIn and hear from our amazing team.

How you’ll make an impact:

This person will own the relationships with some of our most important airline partners across Europe. Many of these airlines are leading the change in distribution – both commercially and technically – and you will be at the forefront of a changing industry.  You will build strong, meaningful relationships with these partners and will be there to help the Travelport agency and operator teams navigate this change. 

This role sits within our Regional Airline team who between us own the relationships with our airlines Europe, Middle East and Africa. 

Your role in action:

• Reports to the Commercial Director within the region, as part of the regional airline team
• Responsibility for the revenue and yield performance of a defined portfolio of Regional Airlines
• Responsibility for the day-to-day management of a portfolio of airlines
• Manages the key European airlines/airline groups, ranging from 100,000 segments p.a. to 10m+ segments p.a.
• Primary point of contact for the Airline, represents the organization to the customer and the customer to the organization
• Owns and delivers an Enterprise view of the Airline, ensuring engagement of all Travelport products and services to fully meet and exceed customer needs
• Creates, implements, measures, and reviews a strategic and operational plan that drives the achievement of business goals within their portfolio
• Maintains excellent relationships with key, high ranking individuals within their customers
• Langley based with regional travel (c. 25%)

• Develop significant strategic partnerships with assigned Airlines to drive commercial advantage for Travelport in distribution, access rate and commercial positioning
• Contribute to key commercial negotiations – relating to EDIFACT and/or NDC contracts and/or contract changes
• Represent and implement the Travelport NDC strategy
• Promote the airline(s) in internal and agency forums to support the airline NDC go-to-market strategy
• Identifies customer needs, then matches those needs to Travelport solutions that enhance Travelport's value proposition and revenue growth through upselling and cross selling
• Ensure that the requirements of the airline(s) are captured in key internal forums
• Responsible for expanding and retaining the account while ensuring ongoing excellent customer service
• Maintains complete and up to date Account Development Plans as necessary, achieving buy-in for plans with the customer and utilising SEISMIC
• Effectively engages and leverages resources as required, in addition to building co-operative and effective relationships with internal teams, primarily with the relevant Agency colleagues across all regions/streams as necessary
• Initiate, gather data, interpret and make recommendations for business cases in order to deliver sustainable growth in line with the corporate plan
• Enhancing participation with a target of the highest level of functionality
• Work with internal teams to ensure that appropriate NDC functionality is delivered
• Direct ongoing rates and terms within numerous contract negotiations undertaken by the team - ensure adherence to dealing principles, guidelines and systems
• Achieves forecast accuracy in line with + or - 15%
• Understand current pricing methodology and its impact on yield, and be able to communicate it
• Maintain understanding of industry, governmental and regulatory issues that can impact our business in the territory
• Ensure that effective reporting is completed using CRM, enabling the tracking of performance, opportunities, and delivery against targets
• Proficient in CRM navigation, ensuring it is always up to date and accurate - prepare regular pipeline reports and analyses of new business achievements, opportunities, and planned activities
• Keep the SMO and Operators fully appraised of airline activities and current negotiations, and their potential impact on the market.  Build strong relationships with key members of the Travelport agency team and work together to achieve the account objectives

What The Role Doesn’t Do

• Deal with Operational issues – these will be dealt with by the Shared Services team
• Internal admin and follow-up - these will be dealt with by the Shared Services team

High Level KPI’s

• Revenue and Yield
• Account Development Plan
• Regular QBR / CBR
• Product Cross-Sell
• Renewal (individually tailored to each portfolio to account for variances)
• NPS / Customer satisfaction
• Understanding of the defined portfolio
• Quality, breadth and depth of relationship
• Strategic selling (measured against the template of Elite practices)

What we look for/who would prosper in this role?

• Are always ready to give it your all and deliver high quality work.
• Are excited to use your creativity and innovative thinking to try new things.
• Desire to exceed targets and drive business growth.
• Take responsibility and own your work.

• Are courageous and ambitious to challenge what’s been done before.

   

As we evolve and grow as a business, so will you.

You will thrive within an inclusive and diverse workplace where you are encouraged to think differently, and have the courage, confidence & ambition to challenge what’s been done before, and be bold to win! 

Interested? We’d love for you to get in touch!*

*Please note that if your application is progressed, you may be asked to complete a self-recorded video interview, at a time that works best for you. This is your chance to bring your skills & experience to life in your own words and style. Ensure you keep an eye on your junk folder just in case our invitation finds its way there.