Vice President Distribution Strategy

Job Purpose: Job Purpose Define and drive the development and implementation
of the Commercial Distribution Strategy ensuring alignment across the
Commercial Division to achieve revenue targets and distribution objectives
through appropriate engagement with suppliers, partners, and industry bodies,
either directly or in conjunction with EK Group business units. Develop and
implement a strategy for distribution innovation, adoption of the EK Gateway,
dynamic pricing and bundling, NDC integration and modern retailing working
with EG-IT and acting as a focal point across RO and Commercial including
ensuring effective representation at industry forums and direction setting
bodies to support and further Emirates commercial business objectives.
Negotiate and implement effective contractual and business relationships with
distribution (GDS & other) partners and technology providers. Job
Accountabilities Direct research and development in the highly specialised
field of distribution to improve revenue for the airline. Work with RO -
Market Operations and Sales teams globally to drive content differentiation
strategy, NDC and One order adoption. Align changing trends in distribution
with Emirates commercial KPIs and keep all stakeholders up to speed with the
same. Maintain currency with industry developments through appropriate
industry participation to solicit input as well as advocate for Emirates
position within industry bodies (IATA, AACO etc.) Develop, agree, evolve and
implement Emirates GDS strategy, including strategic selection, content
models(Participation levels) with GDS globally, (including NDC) in conjunction
with RO strategies for O&D, POS control and cost containment/reduction of
average GDS rate per segment. Lead the co-ordination of this activity
including, leading vendor negotiations to obtain the optimum value for money,
with Commercial, EA, Procurement, Finance, and other areas, as necessary.
Actively manage Distribution cost of sales for EK. Ensure all discounts,
incentives and commissions are actively managed, reported and provide analysis
to Commercial and RO Executive team on the same. Develop, review and update, a
‎3-‎7-year distribution strategy with a focus on Emirates Gateway (B2B)
development seeking input from Markets, RO, Global Sales and other impacted
departments and stakeholders to ensure revenue maximisation and value for
money including effective distribution reach in multiple channels. Manage
participation of NDC API Partners, Aggregators, Spark Agencies and others.
Support contract negotiation, execution and management with key aggregators
e.g., Travelfusion, TPConnects, OTAs like Expedia, MMT, OnTheBeach,
TripAdvisor and Metasearch engines etc. Define, design, assess and implement
the next-generation applications and business strategies for distribution for
the Emirates network to drive a greater degree of accuracy, segmentation, and
customer intimacy. This involves reviewing industry developments to determine
how they can be leveraged for Emirates benefit as well as developing
innovative and original strategies and approaches. Take leadership of the
specification, selection, customisation, implementation and UAT in conjunction
with EGIT, across the commercial division including RO Revenue Steering and
Standards and external vendors. Ensure all technical enhancements and new
systems capability is delivered to specification, on time and within budget.
Ensure all distrbution systems support forward looking revenue, customer,
distribution and commercial strategies through detailed business requirement
analysis sourcing information from RO and across the commercial division,
through industry participation and from suppliers and partners working closely
with EGIT. Recruit, manage and develop the Distribution Strategy team and
ensure full alignment and integration within Commercial. RO-MO and RO-IRS&D.
Ensure the systems team directs EGIT on implementing, testing and enhancing
applications. Ensure the distribution strategy KPI's align with Commercial and
RO objectives acting in a leadership role to drive appropriate culture change
and capability enhancement. Direct investments in technology to ensure that
emirates has the industry best integrated distribution systems supported by
effective pricing, revenue management and reservations systems to support the
airline commercial objectives, channel strategies, customer segmentation and
agility to remain competitive and responsive to markets. Ensure investment in
distribution systems and technology and prioritise in conjunction with the RO
and Commercial Leadership teams. Develop business case and approval
documentation as required. Manage, lead and direct ongoing contractual
relationships with external solution and technology providers including
negotiating best practice contracts to deliver emirates onjectives together
with P&L, Legal and EGIT as appropriate.
Qualifications & Experience: Qualifications Bachelors Degree or Honours (‎12+‎3
or equivalent), Masters Degree or MBA preferred Experience Minimum ‎12-‎15 years
experience in Airline Commercial/Sales, Revenue Optimisation and Distribution
Knowledge/Skills Degree in Operations Research, Business Management, Computer
Science or an equivalent degree/experience; strong background in Mathematics,
Revenue Optimisation, Business Systems and Forecasting Experience in the
Airline industry or with a consulting company, or supplier related to
distrbution, revenue optimisation or commercial airline systems. Preferred
first hand experience of RM, pricing, distribution and reservation systems.
Experience in reporting inot and interfacing with C-level executives in the
organisation. Proficient with the fundamentals of RM, Airline Pricing,
Distribution and Reservations. In-depth knowledge of commercial negotiations
in the commercial systems and distrbution areas.
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.