Head of Indirect Sales

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Job Detail
Functional Area:
Sales & Business Development
Total Position:
Job Type:
Full Time/Permanent ( First Shift (Day)‎ )
Job Location:
Jeddah, Saudi Arabia
No Preference
Career Level:
Department Head
Minimum Experience:
10 Years
Required Travel:
Work Permit:
Saudi Arabia
Apply By :
Oct 27, 2017
Posted On:
Aug 6, 2017
Job Description


The Head of Indirect Sales is responsible for driving sales volume and net revenue performance in the area of indirect sales. Specifically, this means working with indirect online agents and mates to drive value that is complementary to our direct sales channels and managing the indirect sales levers, namely travel agents, GSA agreements and corporates in bricks and mortar. The strategy should focus on being innovative, tying incentives (if any) to results and delivering quality net revenue.


Strategy & Operational

  • Define and execute the overall indirect sales strategy by channel
  • Monitor the performance of the sales team and partners by target
  • Focus on delivering volume targets and quality net revenue
  • Ensure procedures, processes and agreements are robust
  • Work with distribution and the e-commerce team to ensure the best outcome for the airline
  • Play a key role in new route openings
  • Maintain knowledge and awareness of other airline Indirect sales strategies and trends
  • Ensure that commercial and operations departments are aware of new and innovative approaches to Indirect sales, and recommend how these can be utilized to the company’s competitive advantage
  • Analyse and report on statistics showing Indirect sales team performance
  • Work alongside Customer Care team to understand customer feedback from all company touch points, and recommend corrective actions where appropriate
  • Work with RM to balance yield versus volume
  • Work with CCCO to prepare Indirect sales budget, and ensure departmental costs are within budget

Management & Leadership

§ Establish Indirect Sales team objectives and KPI’s, and monitor team performance

§ Day to day management of Indirect Sales team members

§ Establish business processes to ensure best practices are shared throughout all distribution system touchpoints


§ Develops team with specific focus on knowledge transfer and training Saudis within the organization

Qualifications and experience:


§ Bachelors degree or equivalent hands on sales experience in airline, FMCG or telecoms (probably airline and probably LCC)

§ Knowledge of leading edge practice but also frontline sales experience

§ Experience of working with clicks and bricks and mortar sales environment

§ Must have confidence and gravitas to deal with travel agents in international markets

§ Must have opened sales in new international markets

§ Knowledgeable about latest industry trends


§ Ideally has led low cost sales team

§ Middle East or emerging market experience helpful

§ Ideally has worked in airline Indirect Sales, whether online travel agents or in a field sales role with both preferred

§ Experience of drafting and implementing GSA and travel agent agreements as well as online travel agent and meta search

Job Specific Skills:

§ Good presentation skills and ability and confidence to present to senior management level

§ Good presentation skills and ability and confidence to present to CEO level

§ In depth understanding of commercial system principles in the airline industry

Strong technology focus

Managerial & Supervisory Accountability

§ Manages a team within a department

§ Supervises non-managers and professionals

Leadership & Strategic Accountability

§ Develops policy and strategic plans

§ Develops division strategy

Customer Accountability

§ Focused on developing market leading e-commerce experience

§ Interfaces with executive decision makers

Freedom to Act Independently

Significant autonomy but should seek daily and weekly guidance and input from supervising manager

Required Skills

Channel Sales, Direct Sales, FMCG