Commerical Operations Manager

Job Purpose: The successful candidate will manage commercial and sales
activities in designated regional markets through coordination with Head
Office stakeholders and Outstation teams, ensuring achievement of Emirates'
commercial network and regional objectives, under the supervision of the
Regional SVP and Senior Regional Manager Commercial Operations (SRMCO). Create
and implement plans to drive the sales force towards achieving regional and
country-level KPIs for revenue, cost, and route performance. Analyse internal
and external data sources and provide recommendations to assist management in
optimising revenue generation at cabin, channel, and segment levels. Guide
relevant stakeholders on trends and target deviations and suggest corrective
measures where necessary. Job Outline: - Drive the implementation of Emirates
commercial strategic priorities in the assigned markets (offline and online)
and support SRMCO in defining market objectives, managing incentives by
providing commercial and analytical support during the planning,
implementation and reviewing of travel agents incentives programs, managing
budgets, and coordinating regional activities. - Monitor performance against
set KPIs, proactively identify opportunities and threats, suggest, and
implement corrective actions, prepare business plans, coordinate marketing and
sales actions, programs and campaigns for the assigned markets and collaborate
with relevant stakeholders for planning, execution, and analysis. - Monitor
market trends, competitor activities, identify business opportunities (B2C and
B2B) and work with the market commercial teams towards long term improvement.
Provide market intelligence and sales leads to outstation and regional
management teams by routinely monitoring travel trade and news media in the
region, ensuring that competitive market threats and opportunities can be
identified as they arise. Source and share reports from the field, airport
authorities and other external parties to provide further industry insights. -
Share best practices and learnings across the region and ensure optimal and
effective use of available sales and analytical tools by the outstation teams
(Salesforce, MicroStrategy, RDOC etc.), supporting sales teams in developing
required competencies and coordinate regional training plans. Ensure
compliance to EK internal and market applicable regulations and policies,
related to commercial operations. - Monitor and review Cost of Sale (CoS) at
route, Point of Sale (POS), and channel level. Review route performance, home/
network POS contribution on the assigned routes and proactively identify
opportunities for online and offline markets contribution and increased
domestic feeder traffic. Conduct comprehensive analysis on load/seat factors
and route OD (Origin & Destination) mix and advise management on areas for
improvement. Pro-actively engage peers and other commercial stakeholders to
ensure that pax (passenger)/cargo revenue mix, OD mix and segment/channel mix
is optimal by flight number and then track any agreed actions to achieve
desired impact. - Develop and maintain relationships with key internal and
external stakeholders. Evaluate potential partnerships and collaborate with
Country/Sales/eCommerce Managers and other stakeholders to implement market
specific promotions in alignment with the short/long term regional sales
strategies. Leverage EK codeshare and interline partnerships for optimal
performance for online and offline markets. Identify opportunities for
increased network contribution and coordinate the initiatives with other
markets/internal and external (tourism boards, etc.) stakeholders. Handle
special commercial projects such as large `Special Interest? groups and global
conferences, route studies, market evaluation etc., and see through until
completion in liaison with various stakeholders. - Work with the markets and
Distribution team on development and implementation of Emirates NDC strategy.
- Support Emirates Skywards program by developing regional and individual
market initiatives to drive member enrolment and engagement. - Work with SRMCO
to establish and communicate a comprehensive project plan for new station
start-ups in the region. Act as the sole point of contact to co-ordinate with
all stake holders and monitor the progress to ensure preparations are timely,
in line with the operating plan and ensure revenue and route profitability
objectives are achieved. Support Country Managers to initiate negotiations
where appropriate with key stakeholders within the region that are critical
for commercial success such as Government officials, Tourism boards, and
financial institutions. - Manage the relationship with GSAs (General Sales
Agents) and PSAs (where applicable). This will include working with PSA/GSA
and local agents and/or corporates to scope new opportunities and market
drivers, ensuring GSAs meet contractual obligations and generate the required
volume/revenue support for the online routes and helping them to get adequate
support from EK stakeholders, liaising with Emirates Legal team for contract
renewal/ amendments, steering and monitoring GSA performance, guide with
support (e.g., groups) and coordinate with the assigned Country/Sales managers
or taking over some of the relationships back to the head office, freeing
local online market resources.
Qualifications & Experience: - Degree or Honours (‎12+‎3 or equivalent)
Experience: - ‎8 years experience related to marketing, sales, or a planning at
a management level. Commercial / sales experience in hub or outstation role.
Experience in business development and formulating marketing, sales, and
commercial strategies, along with a proven ability in implementing and driving
business strategies. ‎5 years of which should be in the Airline / Travel trade
industry. Knowledge/skills: - Strong analytical and commercial thinking skills
- Excellent communication and interpersonal skills - Ability to manage
multiple priorities and work, collaborating across teams - Leadership and
management qualities.
Salary & Benefits: Join us in a management role and enjoy an attractive tax-
free salary. On top of our generous travel benefits, including discounted
flights and hotel stays around the world, this managerial role also has an
excellent leave and healthcare package. That's on top of transport benefits,
life insurance and more.