Commercial Manager Key Accounts at Kenya Airways

Brief Description        

Reporting to Senior Country Manager Kenya and South Sudan, the ideal candidate will be tasked with selling Kenya Airways products and network to achieve the set sales target within the country and ensure customer centric approach driving long-term customer loyalty and recognition.

Detailed Description        

Principal Accountabilities (Responsibility)  

• To drive the sales and commercial action plan for the country/territory to deliver the budgeted objectives.
• To drive relevant Sales strategies to deliver revenues and market share from TMC and Corporate Segments
• To engage and pursue Government business under the Fly Kenya policy
• To manage and derive full value from Global Corporate accounts
• To pursue and promote Kenya Airways MICE and Groups product to ensure maximum revenue value
• To monitor and recommend pricing levels in the country to maximize yield and revenues.
• To identify new sales opportunities and take steps to implement them for new revenue streams.
• Develop and service trade partners to maximize loyalty and revenue generation.
• Ensure that the team adapts quickly to market changes and opportunities.
• To be the principal administrator for Kenya Airways in the country/territory representing Kenya Airways on all fronts while safeguarding KQ’s interests.
• Coordinate efforts with Ground Services team and Cargo team to deliver optimal route level financial results
• Drive customer focused philosophies throughout the organization to maximize customer loyalty
• Accountable for Customer satisfaction and experience (all segments).
• Champion innovation and change to meet customer needs and drive commercial objectives.
• Ensure effective relations with stakeholders: staff representatives, local authorities, and embassies to promote/maintain the reputable image of the company in the country.
• Own and drive performance management by establishing clear KPIs coupled with regular performance reviews.
• Steer staff development and optimal training to reach maximum levels of quality and productivity.
• Execute HR Management in line with the HR Policies and Procedures, local labour laws and CBA provisions where applicable.

Job Requirements        
Qualification (Minimum)  

• University graduate in a relevant field of study
• Minimum of 5 years airline experience in sales and marketing of which 2 must be at a senior sales level.
• Ability to lead and motivate a team.• Strong analytical skills
• Good negotiator and ability to influence
• Proficiency in a foreign language will be an added advantage.
• Cost conscious.
• An entrepreneurial mindset. 

Additional Details        
Other Skills

• High level of integrity
• Good communicator and articulate• Possession of excellent problem solving, negotiating, influencing and communications skills.
• Proactive/self-starter• Good KQ product knowledge.
• Achieve market share, passenger, and revenue targets as set (yields, revenues & pax numbers)
• Visible revenue/passenger number growth
• Grow volume and quality of customer databases.
• NPS target score to be achieved and surpassed.
• High efficiency standards through quality of customer relationship.