Commercial Development Manager

6 months ago

Dubai, United Arab Emirates Talent Pal Full time

**Travelport is a place of opportunity. It’s our incredible team that makes our company great - our people drive our winning culture.**

**What’s Travelport?**

Travelport is a worldwide travel retail platform. Our next-generation marketplace connects buyers and sellers that share our passion for delivering exceptional travel experiences. Unconflicted and independent, we are reinventing a simpler future for travel’s complex ecosystem.

**Where does this role fit in?**

The role of Commercial Development Manager (CDM) is responsible for the commercial performance of select Operator territories. The CDM will work with the Operators to create professional and well thought out Annual Business Plans (ABP) that clearly states their goals and objectives and ensure these are aligned to Travelports own strategic objectives. The CDM will facilitate check-ins on the progress of these plans through Quarterly Business Reviews between the Operators and key Travelport stakeholders.

In addition to the planning, the CDM is responsible ensuring the Operators have robust sales pipeline of both share of wallet (SOW) and new logo opportunities, that are actively progressed through the sales cycle and ultimately brought to conclusion.

**What does a great Director of Operators Commercial Development & Sales EMEA do?**
**Responsibilities**:

- Manage the relationship between Travelport and key Operator stakeholders, including the Operators management, sales, and operational support teams.
- Work with the Operators to ensure the ABPs are aligned to Travelport’s own business plans and that the plan is a ‘living’ document and the commitments are tracked and implemented.
- Run Quarterly Business Reviews that follow the global framework and are focused on tracking progression of goals and objectives set out in the ABP, as well as detailed review of wins, losses, and opportunities in the Operators pipeline.
- Work with the Operators to ensure a full sales pipeline has been identified and then conduct monthly pipeline review meetings with each Operator. Provide guidance on key customer acquisition and retention activities including product and pricing strategy and sales approach.
- Identify any applicable opportunities or gaps in pipelines based on your knowledge of the Operators business and the territory, including “out of the box” strategic opportunities whereby Travelport can expand its airline, hotel or car distribution and ensure local sales teams are well equipped to execute these plans.
- Input Operators sales data into the Travelport CRM to ensure a consistent view of pipeline data across the Global Operator Channel.
- Clearly define any obstacles to achieving goals and build plans to overcome the challenges these obstacles present.
- As Travelport is a B2B4C organization, the CDM will need to build a relationship with select travel agents, industry partners, local industry bodies and airlines within the Operators territories.
- Understand the changing cultural, political, and business environment in designated territories and how this can impact Travelport's operating position.
- Assess value of growth initiatives by creating deal specific profit and loss statements (P&L) and reviewing the viability of the opportunity, including Travelport’s return on investment (ROI).
- Represent Travelport within the Operator territory.
- Support the Operators in their endeavors to promote the Travelport brand through effective marketing and sales programs.
- Liaise with Travelport MEA regional teams and other Travelport international departments to obtain the necessary support to optimize management and solve operational issues. Create and implement a Strategic Plan for each Operator, that are aligned to both the Operators ABP and Travelport corporate objectives. Formal updates on the strategic plan will be presented by the CDM to the Director, Commercial and Business Development monthly.

**What we look for/who would prosper in this role?**
- A minimum of 5 years of experience in a sales management role or similar experience.
- Demonstrates a strong sales acumen with proven experience of gaining results through either direct or indirect sales channels.
- Has experience holding others accountable for commitments made, through proactive management and tracking of said commitments.
- Experience with creating P&Ls, or other deal modelling tools, to assess viability of business opportunities.
- Demonstrates excellent customer relationship management, having developed, and cultivated lasting customer relationships.
- Has a proven track record of achievement against target and personal objectives.
- Experience of managing multi-cultural customers or working in non-native markets.
- Superior communication and presentation skills.
- Excellent time management skills.
- Fluent in English is mandatory and Arabic is preferred.
- Knowledge of another relevant language is an advantage.
- Holds self-accountable.

**As we evolve and grow

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