Sales Manager - Airline & Aviation - East Africa

Job Title: Sales Manager Location: Kenya Reports To: GSA Management Role Overview
The Sales Manager is responsible for maximizing passenger revenue, increasing market share, and elevating brand presence within the assigned territory. This role balances strategic market development with hands-on relationship management, requiring regular engagement with the travel trade, corporate clients, and industry stakeholders. Additionally, the role provides commercial and administrative oversight to ensure local operations align with the airline's global corporate objectives and compliance standards.
Key Responsibilities

• Revenue & Sales Growth: Develop and execute localized sales strategies to meet and exceed assigned monthly, quarterly, and annual passenger revenue targets. Identify new commercial opportunities and optimize route profitability.
• Trade Partner Management: Build and sustain strong partnerships with retail travel agents, online travel agencies (OTAs), tour operators, and consolidators. Expand the distribution footprint by onboarding productive new trade partners.
• Corporate & B2B Sales: Prospect and secure corporate travel accounts. Negotiate commercial agreements, corporate tariffs, and preferred partner programs with multinational companies and local businesses.
• Brand & Marketing Execution: Collaborate with marketing teams to deploy promotional campaigns, product launches, and tactical fare offers. Represent the airline at trade exhibitions, seminars, and corporate events.
• Market Intelligence & Analytics: Track competitor activity, capacity shifts, and pricing movements. Analyze sales data and distribution costs to provide actionable insights and forecasting reports to senior management.
• Station Administrative Support: Oversee local sales office administration, documentation, and reporting efficiency. Coordinate closely with local airport operations, customer service, or GSA partners to resolve agent and passenger escalations.
  

Qualifications & Experience

• Education: Bachelor s degree in Business Administration, Marketing, Aviation Management, or a related field (preferred).
• Experience: 10+ years of B2B sales experience within the aviation industry, global distribution systems (GDS), or the broader travel sector.
• Local Market Expertise: Comprehensive knowledge of the travel trade structure, key market players, and regulatory frameworks.
• Technical Proficiency: Proficiency in airline reservations systems, CRM software, and Microsoft Office (Excel, PowerPoint).
  

Key Skills

• Proven track record of achieving commercial sales targets and managing high-value portfolios.
• Advanced negotiation, contract management, and relationship-building skills.
• Strong analytical skills with the ability to translate market data into successful sales tactics.
• Ability to work independently in a fast-paced, target-driven environment.
• Superb communication, cross-cultural collaboration, and presentation skills.
  

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