Head of Market Steering and Performance Management

Head of Market Steering and Performance Management

Brussels Airlines

Brussels, Belgium

Purpose of the position

The Head of Market Steering and Performance Management is responsible for local sales steering and business development/partnership management with the aim to optimize the revenue development of the Lufthansa Group carriers, Joint Venture partners and Eurowings Discover in the assigned markets. He/She is responsible for the local adaption and implementation of the global sales strategy and initiates action plans in the local markets. He/She represents the assigned markets towards Global Performance Management, Steering & BI as well as commercial interfaces within VR. He/She takes an active role in the definition/representation of market requirements in direct exchange with Global Performance Management, Steering & BI, Commercial Offer, Channel Management as well as Network & Mobility Management and the evaluation and implementation of local existing and new partnerships. He/She leads a team of Performance Management Experts and Market Offer Coordinators and is disciplinary responsible for all Non-Execute Sales functions at the GM location.

Your tasks and responsibilities

• Development and Implementation of an optimal local sales strategy to improve the market position of LHG Hub Airlines. Coordination of the LH Group and JV strategy in the markets;
• Process optimization and development of new concepts with regard to revenue quality and increase for the assigned markets;
• Steering of the local revenue budget for LHG and JV partners by regular analysis of market, competition and LH Group & JV performance to identify action fields, threats & opportunities. Creation of sales roadmaps for local markets;
• Representation of interests towards central departments/committees incl. active participation in decisions, e.g. for “Performance Management and Analysis Session”, “Sales Steering Campus Sessions”, AX Directs round, VR RPM, CCB etc.;
• Ensuring the competitive product positioning of the Lufthansa Group across all markets including definition, evaluation and prioritization of market and customer; requirements towards Offer and Channel Management, also based on constant consolidation/delivery of market intelligence findings and trends towards Global Performance Management, Steering & BI, Commercial Offer Management and Channel Management;
• Definition, evaluation and prioritization of market and customer requirements for the flight plan and evaluation of existing regional partnerships;
• Active development and strengthening of the cooperation with JV partners in the assigned markets. Participation in projects to increase the harmonization of processes within the regional JV environment;
• Steering the efficient and effective further development of internal processes and the sales organization;
• Coordinating and steering the interface to Channel Management with regard to Global OTAs and LHG.com in order to ensure a holistic commercial approach in assigned markets;
• Select, lead, guide and motivate his/her team.

Your Profile

• Master degree preferably in economics/business/science or equivalent experience;
• Min. 3 years of working experience in Sales or other commercial processes (Network Management, Revenue Management, Distribution, Alliances);
• Fluency in English (written & spoken) is mandatory, German would be an asset;
• Extensive knowledge of LHG sales and related commercial units;
• Master MS Office;
• Entrepreneurial/commercial mindset;
• Ability to work independently and manage complexity;
• Experience with African markets;
• Intercultural skills;
• Willingness to travel.

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