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:
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