Sales Steering and Business Development Expert (M/F)

Job description

The Sales Steering and Business Development Expert initiates sales activities in the Sales Department region based on the analysis and evaluation of market-specific data. She/he identifies opportunities and threats by applying business and market intelligence. She/he links multiple data sources and reports to gain valuable insights for key stakeholders. She/he is involved in the processes Sales Reporting and Sales Steering. Where applicable, he/she also coordinates Revenue Management topics.

Dependent on the assignment focus the tasks include the following:

Business Analysis and Forecasting:

·  Initiate and evaluate possible and implemented sales actions, in close cooperation with local sales units, in order to meet revenue target(s)
·  Regular analysis and monitoring of market, competition and Lufthansa Group and Joint Venture performance for all segments, corporates, channels etcetera  in order to identify threats and opportunities
·  Provide revenue and incentive forecasting (both corporate and agency incentives) in cooperation with local account steering

Sales Steering, Business Development and Reporting:

·  Consolidate local market information (like competitor information, OBE settings, industry developments) at regional level and forward these to relevant central departments
·  Support and maintain quality assurance of Lufthansa Group sales tools and data sources
·  Enable process of sales reporting by maintaining regional user rights, distribute reports within the region and train colleagues on provided tooling
·  Prepare and develop data relevant processes (in-house/outsource) to enhance steering and sales
·  Participate in global or regional projects to develop and evaluate business opportunities
·  Market specific and ad-hoc reporting, where applicable
·  Coordination of Network topics, where applicable

Contracting Intelligence:

·  Cost and efficiency/Return on Investment calculations of planned contracting models (for example AIP/CIP and push actions), in close cooperation with the Sales Products and Programs Experts and the local Account Steering Experts
·  Support the compilation of business cases for exceptions from the contracting policies with business intelligence, analyses and calculations

Revenue Management Coordination:
(Only applicable in markets without a Revenue Management Coordinator)

·  Acts as interface, facilitator and enabler between local Sales organization and Revenue Management
·  Ensuring competitiveness of the Lufthansa Group un-published pricing products through continuous benchmark evaluation of competitors, and addressing pricing (including O and D steering) requests to central units
·  Analyze booking and travel behavior of relevant target groups (market specific trends, corporates restrictions in travel policies, etcetera) and monitor country specific business environment (political or social developments, etcetera)
·  Establishes and submits special target group requests and business cases according standard process with pre-defined threshold, is consulted for corporate frame adjustments, preparing OBR form in cooperation with the respective account management, filing of tariffs for corporate accounts and handling of distribution lists (for example local and global pricing products, TTL exceptions, etcetera)
·  Ensuring a seamless flow of pricing related and revenue management information and ensuring communication with all relevant departments and external customers
·  Acts as a safety net and consolidates/reports questionable availability displays to the central  pricing  (including O and D steering) interface
·  Technical support for autopricing- / autoticketing based on reactive agent or customer feedback, follow-up with the respective GDS helpdesk
·  Contribute local input to the global events list (GEL) for the forecasting / steering team
·  Consulting role to assess severity of disruption (Voluntary Courtesy Waiver Rules)
·  Participation on regular meetings with central pricing including O and D steering
·  Participation in other duties as assigned

Market Lead Joint Ventures:

·  Act as market interface between different departments of Lufthansa Group and Joint Venture partners and coordinate all Joint Venture topics in close cooperation with Joint Venture partners
·  Organize monthly meetings with all partners to discuss performance, steering opportunities and to exchange best practices
·  Monitor and steer Joint Venture strategy (AIP’s, CIP’s, Pricing, etcetera) in close cooperation with other departments
·  Establish and optimize processes between all partners and identify synergies that can further enhance the business
·  Represent Joint Venture towards steering boards including market results presentation, updates on market roadmap etcetera
·  Keep local sales organization updated about developments, bring sales teams closer together and encourage multi-brand selling across all airlines
·  Participate in other duties as assigned

Lufthansa is one of the world`s leading airlines. As an internationally-operating aviation Group Deutsche Lufthansa is active in the following business fields: Passenger Transportation, Logistics, MRO and Catering. More than 540 subsidiaries and holding companies also belong to the Group. The airline offers more than 235 destinations in 78 countries using currently 615 aircraft, around 420 are used for Lufthansa German Airlines and Germanwings. Around 106 million passengers worldwide place their trust in us each year. The dedication, skills and excellent service of more than 119 000 employees from almost 150 nations everywhere in the world is one of our greatest strengths.
www.lufthansa.com

Please apply via Be-Lufthansa.com under the job number P0451V097 If this is you, please apply online.

Desired profile

Your profile

·  High School Certificate required
·  Bachelor required
·  Professional experience required
·  Fluent English both written and spoken required
·  Knowledge of German desirable
·  Computer efficiency as Expert

Personal Competencies:

·  Excellent analytical skills
·  Strong entrepreneurial / commercial mindset
·  Strong ability to manage complexity
·  Strong independent and proactive approach
·  Strong strategic and conceptual thinking
·  Strong attention to quality and detail
·  Good decisiveness
·  Good assertiveness
·  Strong problem solving / solution oriented
·  Strong innovative skills and open to change
·  Strong communication skills (verbal and written) / interpersonal skills
·  Good conflict management skills
·  Strong cooperation skills / Team player
·  Excellent structured / systematic approach/Process orientation

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