Sales Performance Analyst at Kenya Airways

Brief Description

To monitor the performance of all sales portfolios/sectors in relation to their revenue, yield, pax numbers and cost of sales performance against other channels and AOSs to provide timely insights to sales and commercial management teams to steer these portfolios into growing revenues and meeting objectives related to commercial strategy. Directly impact cost management and steering of revenue streams.

Detailed Description

Portfolio performance monitoring

• Perform regular review of Business Results, Forward Bookings, market shares, and other relevant MI on assigned portfolios.
• Challenge and support sales teams to help them reach revenue and business targets
• Prepares Sales weekly, monthly and ad hoc network and market performance reports.
• Formulate conclusions, recommendations, questions and remarks based on analysis of Corporates, TMCs, OTAs and GSA portfolios.
• Foster cross fertilization between markets taking advantage of the transversal position by learning from successes and mistakes and using best practices
• Tracks the performance of sales teams for appraisal purposes.

 Sales Performance Reporting and Cost Control

• Facilitate provision of regular reviews of cost related reports.
• Monitor and reports monthly on Commercial Flexibility Toolkit.
• Monitor and report on trade Frontline and Backend incentives performance.
• Validation of trade incentive payments
• Responsible for Sales performance data reporting

Compliance and Controls

•  Ensure controls and compliance measures in place across the sales organization
•  Provide regular reporting to ensure compliance controls
•  Work closely with internal departments e.g Finance, Supply Chain to align processes

Budget &Forecasting

• Prepareand coordinate from a commercial perspective the revenue budget process, givingguidance towards the sales section and challenging them where needed.

Communication

• Liaisewith sales and revenue management teams on portfolio performance.
• Steerand motivate local Sales and the PRM team to maximum levels of quality andproductivity.

Context/Environment

• Rapidlygrowing importance of the need for real time accurate performance data/analysis.
• Strongfocus on data collation and dissemination
• Very complex airline pricing web

Job Requirements

• University graduate in a relevant area of study; Business, Sales, Marketing, IT
• Airline commercial sales knowledge and experience
• Good negotiation skills
• Strong analytical and visionary skills
• Extra strong Microsoft Excel skills
• Ability to work in a changing environment
• A good organization and planning skills