Sales Executive

OVERALL PURPOSE OF POSITION

Overall responsible for developing Sales for KM Malta Airlines’ travel trade sales channel, with the objective of long-term maximising revenues and profits.

Directly manage local sales in Malta and a select overseas portfolio(s). Critical focus on ensuring KM Malta Airlines’ goals, aspirations, and revenue requirements are delivered.

Act as the main link between local markets and Revenue Management, Network Planning, Distribution, and Marketing.

Be a sales ambassador/presence in the market for KM Malta Airlines, championing the KM Malta Airlines cause and the drive the delegated sales performance forward.

Jointly with the Sales Development Manager, discuss the strategic direction for the planning of the revenue performance and pricing positioning for current and future seasons.

RESPONSIBILITIES

• Deliver the sales revenue budget.

  • Manage local sales performance.

  • Identify key agents to grow KM Malta Airlines’ (KM) performance locally via trade selling channels.

  • Conduct regular market/agent visits.

  • Conduct regular sales calls via Teams or in another virtual capacity.

  • To champion the KM cause in market and to ensure KM’s interested are put forward both internally and externally to achieve the revenue target.

  • Drive revenue quality from the local markets.

  • Deliver the KPIs for the markets.

• Agree on the local KM sales strategy, thereby delivering key KPIs – within a specific portfolio of markets.

• Accountable for identifying opportunities to improve the sales performance, increase revenue and yield, and reduce distribution costs within a Sales Region.

• To act as a brand ambassador in the local market – agents, key events, public engagements.

• Provide performance updates to the Sales Development Manager.

• Support the management of the development of Key and Trade customer segments.

  • Tour operator.

  • TMC & Corporate.

  • OTA’s.

• Manage the agreed Cost of Sale and understand the construct behind cost of sale.

• Manage the local incentive provisions with the Sales Development Manager, ensuring sales costs are forecasted and managed.

• Promote KM API drive and technology enhancements (NDC).

• Source new leads from the European markets.

• Drive local teams to source new leads and expand distribution.

• Monitor competitors’ moves and advise on required actions.

• Propose and launch tactical initiatives.

  • Focus on channels/routes which are under performing.

  • Identify key agents for incentive schemes to drive revenue performance quickly.

• Partner with KM Malta Airlines Marketing, Digital Sales and Public Relations to promote KM Malta Airlines.

• Conduct regular reviews to ensure performance is monitored and in line with expected KPI’s.

• Branding – promote the new brands in the market with oversight to ensure brand guidelines are followed in the production and distribution of all external communication.

• Support and Coaching Development of the local travel trade.

• Work closely with MTA in the local markets.

EXPERIENCE, QUALIFICATIONS, AND SKILLS

• Ideally, complements core sales background with a comprehensive understanding in other related commercial functions.

• Demonstrate ability to identify, prioritise and resolve key project and partnership issues.

• Demonstrate ability to create and lead high performance and metrics focused teams that consistently exceed targets.

• Confident IT user, including a high level of proficiency of the following packages: MS Word, Excel, PowerPoint and Outlook.

• Minimum of 3 years relevant experience in sales, preferably in airline, hospitality, tourism or related industry or a combination of these (essential).

• Strong analytical skills, problem-solving and decision-making capability.

• Strong leadership and self-direction.

• Innovative and creative individual.

• Strong leadership skills and third-party management skills i.e., managing steering of partners (GSA’s) & Travel agents.

• Strong negotiation skills, able to generate return on investment for KM with third parties.

• Highly developed people skills to enable easy relatability to support the establishment of strong and meaningful relationships with colleagues, media representatives, business partners, and consumers.

• Exceptionally good communication skills in both written and verbal form that can clearly and concisely convey the business’s messages and to depict the business in the highest standard possible.