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Commercial agreements executive

Ref
UKWTS680
Region
UK - Heathrow
Location
UK - London - Waterside
Category
Head Office Opportunities

Key role in Revenue Management, part of a team responsible for in excess of £1 billion of Interline Revenue.
Involves negotiating with competing airlines where the consequences of a sub-standard agreement could be very significant in terms of lost revenue.

Job Description

Closing Date:
  
About the role
 
Reporting in to the Partnerships Manager, you will take the lead, both strategically and practically, on forging links, negotiating and agreeing interlining arrangements with some of the largest airlines across the world. Bringing multi-billion pound global companies together in partnership, you will have a significant positive impact on the business of British Airways.
 
In aviation, interlining is the practice of working with other airlines – typically in order to expand BA’s network reach. Using other airlines to connect with BA allows us to sell tickets to places that we don’t fly to directly, enhancing our customer proposition.
 
The team are responsible for all Commercial Agreements involving revenue exchange with other airlines within the Revenue Management sphere as well as the commercial relationship with oneworld.

About the day to day

  • Ultimately, you will be accountable for securing the best possible commercial agreements with airlines, worldwide. Responsible for significant amounts of revenue, negotiating interlining traffic contracts and revenue apportionment agreements
  • Taking ownership for the pricing of alliance and industry fare products, you will evaluate interline data and use your analysis to seek new opportunities and better deals
  • This is an analytical role where you will use data analysis to drive your decisions when negotiating commercial partnerships
  • You will work closely with a broad variety of people – from developing joint policy with counterparts in other airlines, to making recommendations to our senior managers
  • What’s more, you will actively promote understanding and optimal use of interlining across the business, working with diverse internal teams including Revenue Management, Sales, Networking Planning and Legal. Coupled with the impact you’ll make, this exposure can lead to excellent development opportunities

About you

  • To be up for the challenge, you will need to be commercially minded, with strong analytical skills and exceptional flair for forging strong relationships
  • You have what it takes to persuade, influence and challenge at the highest level, both internally and externally
  • The ability to handle competing and changing demands is crucial, as is willingness and ability to travel globally
  • Experience in the commercial area of an airline is desirable but not essential, as is knowledge of Interline and Proration agreements, industry pricing and accounting practices, and airline selling & distribution
  • This is an analytical role where the individual will need to be able to demonstrate that they have used analysis to make or influence commercial decisions
  • In return for your important contribution, you will enjoy all the rewards you would expect from one of the most prestigious global brands in aviation

Application Process

All applicants are required to submit their CV and answer the following questions. Please prepare your answers in advance:
  • Please describe a time when you’ve done a complex piece of analysis and then taken action based on your conclusions (Max 250 words)
  • Please describe a time when you’ve had to influence a commercial decision and tell us how you approached it (Max 250 words)
  • Please describe three key challenges that you believe British Airways is facing at present (Max 250 words)