RwandAir SENIOR MANAGER SALES

Background

RwandAir, established in 2002, is the National Carrier for the Republic of Rwanda. Considering that Rwanda is a land locked country, RwandAir was created as a means of connecting the country to the outside world to facilitate and promote investment and tourism. Indeed RwandAir mission statement is "to provide unsurpassed, safe and reliable services in air transportation, including strategically linking Rwanda with the outside world, while ensuring a fair return on investment." The majority share holding of the company is the Government of Rwanda.

From inception, the airline operated wet leased aircrafts from other airlines. However, in the more recent past, the shareholders of RwandAir decided to make RwandAir a robust airline with its own aircraft. Indeed in December 2009, the Government purchased two used CRJ-200. In the same month, RwandAir signed a contract with The Boeing Company for the purchase of two new B737-800NGs which were delivered in August and October 2011 respectively. In June and August 2010; RwandAir took delivery of two B737-500 on a dry lease basis from GECAS. In addition to this fleet, RwandAir is currently operating a Dash 8-200 wet lease. The airline will take delivery of two new Bombardier CRJ900 aircraft in October 2012 and is currently in discussions to further increase its fleet and expand its routes in Africa and beyond.

With the arrival of the two CRJ900s, RwandAir will implement a new schedule (IATA winter schedule 2012/2013). The schedule has been developed around a hub-and-spoke strategy, enabling the carrier to benefit from the growth in air transport on the continent.
In line with these recent developments and expansion, RwandAir is interested in hiring hands-on industry expert to fill leadership position in Sales at Rwandair in order to support management at all levels in realizing its Vision and Mission and ensure smooth on job training of in-house staff and seamless capacity building.

Title: SENIOR MANAGER SALES Department: Commercial Section: Sales Reporting: General Manager CommercialLocation: Kigali (Sales Office)

Key duties and responsibilities

• Maximize profitable revenue growth for the financial year
• Achieve sales targets for each market
• Develop the sales strategy for RwandAir, balancing direct versus indirect sales
• Drive domestic and international sales volume and directly manage country managers
• Build corporate sales and relationships
• Maximize direct sales opportunities through the call centre and generate ancillary revenue possibilities
• Minimize cost of sale and measure sales performance

Authorities

• Structure, shape and control the sales teams
• Sales promotions (with RM)
• Agreements with GSAs, corporates and travel agents
• Incentive structure with agents
• Staffing levels within Sales

Accountabilities

• Meeting revenue targets: total revenue and per country/market
• Ancillary revenue targets
• Drive direct sales volumes through call center sales
• Meeting customer satisfaction targets at point of sale/ticketing
• Sales people budget and staffing

Key Performance Metrics

• Revenue by customer
• Revenue by channel
• Revenue by POS versus revenue by true O&D
• Cost of sale
• Customer satisfaction at point of sale

Required skills

• A true sales minded attitude and approach, someone being able to sell 'just about anything'
• Contract negotiation and management
• Public speaking and presentation skills
• Market analysis skills
• Sales report compilation and analysis skills
• Familiarity with sales analysis tools e.g. PaxIS, MIDT, BSP data etc.
• Analytical thinking and forecasting skills
• Structured report writing and business planning/market strategy development
• Relationship building and persuasive skills with trade, customers and corporates
• Strong leadership skills, being able to motivate and coach the sales staff
• Accuracy
• Endurance
• Team player

Required education and experience

• Bachelor or Masters degree in business, economics and/or marketing.
• Min. ten years of relevant experience in sales, requiring at least five years in field sales and preferably in or with country management positions.
• Experience in the airline/travel industry is preferred.
• An existing network in travel agencies, trade and with corporates would be an added advantage.

How to apply:

• An application letter addressed to Senior Manager – Human Resources
• Recent and detailed curriculum vitae
• Relevant certificates
• A photocopy of the national identity card
• Two passport photos
• Three current referees

The deadline for submitting application documents is 25rd October 2012 at 4 pm local time at the front desk of our head office located at Kigali International Airport, Top Floor building, or via e-mail.

Senior Manager- Human Resources
RwandAir, Kigali International Airport – Main Terminal Building (Top Floor)
Box 7275 Kigali – Rwanda
Email: recruitment@rwandair.com

Only shortlisted candidates will be contacted. 
Note: RwandAir is an equal opportunity employer.