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Kenya Airways Jobs in Nairobi

Position: Travel Advisor

Location: Nairobi
Job description
The ideal candidate will be tasked with promoting and selling KQ products and value add services (ancillary) at both B2C & B2B level, provide personalized travel related services to internal and external customers and demonstrate ownership and execution of Sales process.
Responsibilities 

Overall Sales Effectiveness
  • Achieve minimum of 95% revenue to target set.
  • Follow up on leads passed on with minimum 50% conversion of leads received.
  • Drive sales strategy supporting direct channel first (including online)
  • Drive Sales Force Effectiveness (quality/quantity of engagements)
  • Promote Kenya Airways products and services to create awareness and create sales.
  • Gather market intelligence to identify threats and opportunities so as to maintain a competitive edge and generate sales.
Team Effectiveness and Collaboration
  • Customer Experience System (CRM) Tool adoption
  • Adherence to KQ Policies & Procedures
  • Perform daily reconciliation of sales returns to account for daily sales.
Relationship Management
  • Build and maintain relationships with key stakeholders and specialized customer segments e.g. non-IATA agents and other SMEs
  • Ensure customer satisfaction in the market and measurement through facilitating the Net Promoter Scoring (B2B; B2C)
  • Prepare client visits workplan for clients for optimum utilization of time and resources
Qualifications
  • Must have Air Travel related training
  • 1-2 years’ experience in a sales role will be an added advantage
  • Sound knowledge of domestic & international travel requirements/trend/availability
  • Exemplary sales skill and customer-oriented approach
  • Good knowledge of computer reservation systems (CRS)
  • Ability to interact, communicate & negotiate effectively
  • Fluency in English/multi-lingual
  • Initiative and proactiveness
  • Solution oriented
  • Passion about travel and tourism
How to Apply
Click here to apply. Only shortlisted candidates will be contacted

Position: Equipment Operator Cargo
Location: Nairobi
Job Description
To operate ground handling equipment (GHE) in accordance with company safety and operating procedures and in compliance with regulatory authorities while ensuring healthy, safe and secure work practices. Key duties and responsibilities will include;
  • Operating handling equipment to support the needs of the business.
  • Ensuring the serviceability of equipment prior to and after use to ensure safety and serviceability of equipment.
  • Maintaining required levels of certification/Licensing to ensure safe and effective use of equipment. Any certification expiry should be reported to the line manager.
  • To ensure safety and security of cargo operations follows relevant legislative /industry requirements.
  • Understand and apply all identified and applicable risk control measures. Assist with identification of hazards within operations/work areas and report to Duty controller as soon as identified.
  • Adhere to healthy, safety and secure working environment in compliance with the relevant industry regulatory and legislative requirements, company procedures, regulatory authorities and requirements of customer airlines
  • Ensuring conformity with all regulatory requirements, organization standards and local procedures as well as requirements of customer airlines
  • Identifying and report hazards, near misses, incidents and accidents.
  • Attending all required trainings in order to have valid and current licenses and certifications at all times in compliance to regulations.
  • Performing risk assessment and implementing risk management processes on respective equipment under him/her and be aware of the risks and control measures in place to be observed.
  • To ensure effective internal and external communications and reporting to facilitate planning and control of equipment and reporting on serviceability.
  • Ensuring consistent serviceability of equipment in accordance with Government regulations.
  • To prepare and report accurately on equipment issues relating to government requirements to avoid violations which result to penalties.
Qualifications
  • O Level achievement of a minimum of C plain.
  • Experience 3 years in warehousing/distribution
  • Valid Driving License categories BCDE
  • Appropriate experience/certification to operate GHE
  • A minimum of 3 years accident free driving.
  • Must possess a certificate of Good conduct
  • Must be cost and service conscious
  • Unquestionable integrity
  • Aviation Security
  • SMS Training
  • Airside Safety Training
  • Airside Driver training
  • Dangerous Goods training Category 8
  • Management of ULD training
  • Knowledgeable on non-motorized and GSE motorized equipment operations
  • Aware of initial ULD Regulations

Position: Sales manager
Location; Nairobi
Job Description
The ideal candidate will be tasked with delivering regional sales targets through high sales performance and effective sales promotion while implementing central commercial policies and guidelines locally.
Responsibilities
Overall Sales Effectiveness
·          
    • Implement Sales Strategy supporting Direct channel first (including online)
    • Increase market share and growth of share of wallet of existing customer base.
    • Ensure implementation of average fare as defined in budget while guaranteeing that the total revenue is always above production growth.
    • Assist sales staff in focusing on forward looking activities with which they can influence results and in discerning the best opportunities to spend time on.
    • Plan daily short and sharp stand ups to agree behavioural goals and key actions and implement the quick wins identified in line with the agreed timelines.
    • Build a strong team, overcoming objections from staff, helping to engage existing customers and prospects and to tailor the sales process to best serve the market needs; reflect regularly with the team how to become more effective and adjust accordingly.
  • Develop the market specific sales and operational strategy and detailed plan for execution, based on data.
  • Think quickly and with clear objectives in mind, making adjustments daily to overcome buyer objections effectively, to ensure a differentiating customer experience and cost-effective management of the country/region with an entrepreneurial spirit.
  • Ensure operational consistency with commercial strategy and KQ regulatory rules.
Cost Efficiency, Productivity & Profitability
  • Ensure central support develops strongly the tool boxes and analytics needed whilst local availability of respective activities.
  • Ensure accuracy of country sales forecasts.
  • Increase online and direct channel bookings to leverage on costs and available digital tool
People Effectiveness and Collaboration
  • Seamless transformation into the new sales & role model
  • Accountability for daily behaviour and resolution within 2 days
  • Number of innovative solutions proposed and implemented.
  • Identify key skills gap and training and mentoring requirements for local teams and develop plan to support.
  • Put measures in place for monitoring and mentoring while paying attention to behavioural excellence and continuous improvement of staff.
Reliable Reporting
  • Real time reporting to assist in improving revenue generation
  • Monitor and report on competitors’ activities and advise on necessary operational and sales adjustments.
  • Monitor and interpret statistics and where necessary adapt strategies accordingly.
  • Keep other departments abreast of developments/activities within the country
Customer Experience Management/Relationship Management
  • Lobbying with local authorities and creative cooperation strategy and keeping relations with key partners and customers b2b, b2c.
  • Increase number of customer engagements – B2B & B2C (frequent flyers & new travellers) through offering excellent customer experience.
  • Deliver on customer Satisfaction measurement – NPS (B2B; B2C) as per defined by the organization.
  • Work together with clients, ideally daily, through the sales cycle and beyond
Qualifications
  • Bachelor’s degree (preferably in business administration, economics or similar)
  • 3 to 5 years sales experience preferably in the travel industry (2-3 years of experience in managing teams)
  • Strong leadership qualities with a sales background.
  • Demonstrated experience in manging a sales team and growing revenue year on year, ideally from a travel/service background.
  • Strong commercial business acumen/entrepreneurship and a service mindset.
  • Tech-savvy and can demonstrate a clear understanding and articulation of formal sales processes.
  • A true leader who can take responsibility for establishing a positive, supportive, innovative and inclusive team culture and setting high standards for ethical conduct in all aspects of the business.
  • Highly analytical with ability to coach and developing others.
  • Ability to build a successful team and motivate the team to deliver on set targets.
  • Demonstrate initiative and proactiveness.

Position: Business Development Manager
Location: Nairobi
Job Description
The role holder will be responsible for prospecting, building and managing a pipeline for the various segments of   potential/new customers, striving to be the best and relentlessly increase the pipeline with an aim for conversion while significantly influencing sales team dynamics as well as product and servicing strategy.
Responsibilities  
Develop markets specific sales plans including detailed plan for execution, based on data.
Strong focus on prospecting, building and managing a pipeline for the various segments of potential customers, with a high focus on conversion:
  • corporate and trade
  • leisure
  • cargo sales
  • groups and MICE
  • SMEs
  • Implement Buyer process mapping, including buyer process maps, buyer personas matrix, outline and preparation of response to detailed questions to be expected from buyers throughout the sales process.
  • Sales process adoption and ownership by mapping the sales process to the buying process, customizing and continuously improving, with field testing and proof.
  • Work together with clients on regular basis through the sales cycle and beyond.
  • Reflect regularly with the team on how to become more effective, continuous improvement and adjust accordingly.
  • Think quickly and with clear objectives in mind, making adjustments daily to overcome buyer objections effectively, to ensure a differentiating customer experience and cost-effective management of the country/region with an entrepreneurial spirit.
  • Drive meetings with sales teams and customer working closely with Sales Manager Customer Success who is responsible for the welfare and development of the team.
  • A strong team player helping to engage existing customers and prospects and to tailor the sales process to best serve the market needs.
  • Ensure central support (Head Office) develops strongly the tool boxes and analytics needed whilst local availability of respective activities.
  • Implement the quick wins identified in line with the agreed timelines.
  • Hand over new prospects but keep responsibility to ensure seamless sales and account management.
  • Increase sales productivity and total pipeline size
    • Build and manage pipeline to develop new business, writing cold emails and doing cold calls, pricing quotes, developing customized creative sales presentations
    • Ensure at least 2 visits of prospects per day.
    • Increased rate of conversion
    • Average fare budgeted or higher
    • SLF budgeted or higher
    • No of contracted corporates and SMEs
    • Total revenue growth above production growth
  • Cost efficiency, productivity, profitability:
    • Route profitability
    • Forecast accuracy
    • Revenue / employee
    • Online and direct channel share > 50%
    • Cost per seat (by fleet)
    • Revenue per seat (by fleet)
  • People effectiveness and collaboration:
    • Seamless transformation into the new sales and role model
    • Accountability for daily behaviors and resolution within 2 days
    • Ensure consistent processes
    • CRM and sales tool adoption
    • Number of innovative solutions proposed and implemented
    • Real time reporting and use of figures for improved sales conversion
  • Customer satisfaction: and insight
Qualifications
  • Bachelor’s Degree in Business related course and regulatory understanding.
  • Minimum of 3 to 5 years of Sales experience
  • Knowledge and experience with management information and strong analytical skills
  • Commercial orientation and ability to influence decisions with effective communication
  • International experience is considered an advantage
  • Demonstrated experience in managing sales teams and growing revenue year on year, ideally from a travel/service background
  • Strong commercial business acumen/entrepreneurship and a service mindset
  • Tech-savvy and can demonstrate a clear understanding and articulation of formal sales processes.
  • Highly analytical
  • Coaching and developing others
  • Initiative and proactiveness
  • Aggressive, energetic, results and orientation
How to Apply

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