Mar 07, 2018

Etihad Airways Careers - Manager Commercial Performance (Transformation Lead role)

  • Etihad Airways
  • Abu Dhabi - United Arab Emirates
Full time Admin, Secretarial and PA Jobs Customer Service and Call Center Jobs Management and Executive Jobs Sales and Marketing Jobs Aviation, Transportation & Logistics

Job Description

Job Title:  Manager Commercial Performance (Transformation Lead role)

Company Name: Etihad Airways   

Location: Abu Dhabi, United Arab Emirates (UAE)


Job Summary: The Manager Commercial Performance (Transformation Lead role) will drive and support Global Sales Transformation across people, process and technology by designing a global sales performance and training framework to provide structure to field sales. This ‘Etihad Way’ should incorporate best practice from inside and outside the industry, with the objective of securing revenue at the lowest cost of sale. The incumbent will deploy processes, procedures, guidelines, systems, tools, KPIs, coaching and training initiatives to ensure that this framework is used across the commercial teams around the world

Support and manage the development of graduates (UAE nationals and others) within the Etihad Commercial


Key Duties and Responsibilities:

  • Design and deploy a commercial Selling Framework. This role is particularly responsible for the performance of commercial team members in the field, providing the guidance and tools to ensure that the individuals work optimally to secure revenue at the lowest possible cost
  • Mapping and re-design of commercial processes with focus on global sales. Ensure communication, implementation and adoption
  • Integrate change and performance management across all training and communication
  • Through deep understanding industry and non-airline industry best practice define the precise role each member of the in-field sales organization should fulfill. Define job descriptions, KPIS, sales training and coaching requirements to ensure each role behaviors exceptionally
  • Manage a team of train the trainers, instructing them on training techniques and managing their performance. Utilize the train the trainer methodology to create a virtual training teams in Etihad
  • Manage delivery of commercial training globally – particular global sales, and their staff – using online and offline methods. Steer content creation, innovation, and delivery of training through Learning and Development
  • Introduce, design and run sales technology sales training and coaching initiatives. This should include vendor selection and project management to introduce the systems themselves, and the design
  • Responsible for course design and content creation for face-to-face and online training
  • Manage graduate management programme – Emirati and non-Emirati – ensuring growth and development of talent which fits the commercial strategy


Qualifications, Skills and Experience:  

  • The applicant must hold a Bachelors’ degree, in a commercial discipline. Postgraduate qualification in commercial discipline EITHER a combination of a formal qualification and 7 years job-related experience OR ten years job-related experience in the field of Commercial Travel Industry.
  • Previous experience in change management and leading teams to deliver positive project outcomes is essential
  • At least two years in a role with responsibility for training and coaching sales
  • Strong project management experience across a range of commercial disciplines, and stakeholder management at a senior level. This role requires cross functional management to deliver commercial and structural changes that build Etihad’s long term revenue vision
  • Improve efficiency through process improvements, automation and centralization/outsourcing
  • Excellent written and verbal communication skills
  • Fully conversant with appropriate tool and applications to support the business planning process. Knowledge and experience in the use of MS Excel, Word, PowerPoint and Outlook essential
  • Understands formal framework for running major projects (with necessary qualifications where required)


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