Kenya Airways New Business Development Manager Jobs in Kenya
Kenya Airways New Business Development Manager Jobs in KenyaDescription Job Purpose The role holder will be responsible for prospecting, building and managing a pipeline for the various segments of potential/new customers, striving to be the best and relentlessly increase the pipeline with an aim for conversion while significantly influencing sales team dynamics as well as product and servicing strategy.
Key Duties and Responsibilities Will Include
Develop markets specific sales plans including detailed plan for execution, based on data.
Strong focus on prospecting, building and managing a pipeline for the various segments of potential customers, with a high focus on conversion:
corporate and trade
groups and MICE
Implement Buyer process mapping, including buyer process maps, buyer personas matrix, outline and preparation of response to detailed questions to be expected from buyers throughout the sales process.
Sales process adoption and ownership by mapping the sales process to the buying process, customizing and continuously improving, with field testing and proof.
Work together with clients on regular basis through the sales cycle and beyond.
Reflect regularly with the team on how to become more effective, continuous improvement and adjust accordingly.
Think quickly and with clear objectives in mind, making adjustments daily to overcome buyer objections effectively, to ensure a differentiating customer experience and cost-effective management of the country/region with an entrepreneurial spirit.
Drive meetings with sales teams and customer working closely with Sales Manager Customer Success who is responsible for the welfare and development of the team.
A strong team player helping to engage existing customers and prospects and to tailor the sales process to best serve the market needs.
Ensure central support (Head Office) develops strongly the tool boxes and analytics needed whilst local availability of respective activities.
Implement the quick wins identified in line with the agreed timelines.
Hand over new prospects but keep responsibility to ensure seamless sales and account management.
Key Metric for this Role are
Increase sales productivity and total pipeline size
Build and manage pipeline to develop new business, writing cold emails and doing cold calls, pricing quotes, developing customized creative sales presentations
Ensure at least 2 visits of prospects per day.
Increased rate of conversion
Average fare budgeted or higher
VSLF budgeted or higher
No of contracted corporates and SMEs
Total revenue growth above production growth
Cost Efficiency, Productivity, Profitability
Revenue / employee
Online and direct channel share > 50%
Cost per seat (by fleet)
Revenue per seat (by fleet)
People Effectiveness and Collaboration
Seamless transformation into the new sales and role model
Accountability for daily behaviors and resolution within 2 days
Ensure consistent processes
CRM and sales tool adoption
Number of innovative solutions proposed and implemented
Real time reporting and use of figures for improved sales conversion
Customer Satisfaction and Insight
Bachelor’s Degree in Business related course and regulatory understanding.
Minimum of 3 to 5 years of Sales experience
Knowledge and experience with management information and strong analytical skills
Commercial orientation and ability to influence decisions with effective communication
International experience is considered an advantage
Demonstrated experience in managing sales teams and growing revenue year on year, ideally from a travel/service background
Strong commercial business acumen/entrepreneurship and a service mindset
Tech-savvy and can demonstrate a clear understanding and articulation of formal sales processes.
Coaching and developing others
Initiative and proactiveness
Aggressive, energetic, results and orientation
How to Apply
For more information and job application details, see; Kenya Airways New Business Development Manager Jobs in Kenya
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