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Regional Commercial Dealing Manager

Country UAE
City Abu Dhabi
Department
Closing date 22 December 2012
Job Purpose
Working closely with RGMs, GMs and Sales account managers, the role of the Commercial Dealing Manager is to provide end-to-end guidance and expertise to the Sales organisation on agency and corporate agreements. This will involve support throughout the deal cycle - from the development of a local dealing strategy, through to designing deals that are aligned to Etihad Commercial objectives, and ongoing analytics and direction to improve the performance and effectiveness of existing deals.
Responsibilities
  • Work with RGMs and GMs to target and segment agencies for dealing, formulating dealing strategies for each market segment that drive sales onto the Etihad network
  • Provide guidance to RGMs and GMs on individual agency and corporate deal design, using a variety of market and internal intelligence sources to structure deals that will steer performance according to Etihad’s revenue targets whilst extracting maximum value from each cost of sale
  • Undertake regular corporate and agency dealing effectiveness reviews with RGMs and GMs, identifying where opportunities lie to drive further revenue and ways in which to mitigate risk of missing target
  • Following dealing effectiveness reviews, provide guidance and direction to RGMs and CMs on modifying and enhancing existing deals to drive incremental revenue opportunities
  • Work closely with the Salesforce CRM team in Commercial Strategy & Planning to ensure best practice is spread across the network, and timely and relevant reports and dashboards are created within Salesforce.com that support the account creation and management process