Kenya Airways Commercial Director

Reporting structure

This is a senior managerial position reporting to the Group Managing Director and CEO.

Role purpose statement

Develop and implement business, commercial and sales strategies and plans that will deliver Kenya Airway’s growth and profitability objectives. The role has a primary focus on revenue generation and network optimisation. Based in Nairobi, the Commercial Director must have the ability and willingness to travel extensively around the network to perform the following duties and responsibilities:

Key accountabilities & responsibilities

Reporting to the Group Managing Director & CEO, the Commercial Director will be responsible for the following:

1. Contribute to the development of the overall Kenya Airways product by the establishment of controls, policies and procedures that deliver the customer experience of the Kenya Airways brand.
2. Ensure the commercial strategy (route structure, aircraft fleet and alliances) is reviewed, agreed and implemented, to meet the business needs for growth and profitability.
3. Build and develop a sales proposition which will deliver the business needs for both passengers and cargo.
4. Ensure an effective network planning function which can make best use of routes, aircraft space and resources to deliver profitability and revenue growth.
5. Develop and maintain good working relationships with strategic partners, alliances and governments.
6. Develop an effective sales organisation which can optimise revenues from the schedules and deliver sales targets (passenger and cargo) at minimum cost.
7. Ensure the development of customer service standards which supports the business strategy (the total customer experience for passenger and cargo).
8. Drive innovation in sales strategy to maximise revenue generation.
9. Train and develop senior staff and ensure all staff training aligns to the strategic and business requirements of Kenya Airways.

Performance indicators

• Revenue growth and profitability of operations and of specific routes
• Brand awareness worldwide and at served destinations
• Capacity growth utilization
• Marketing spend and results obtained
• Customer satisfaction.

The successful candidate will receive an attractive remuneration package and will be engaged on a 3 year performance-based contract.

Desired Skills & Experience

The successful candidate must possess the following minimum qualifications/ competencies and experience:

• Masters degree in Commerce, Business Administration or relevant discipline.
• At least 10 - 15 years at senior managerial level in a reputable airline; 5 years of which must have been in a similar position
• Excellent change management and communication skills
• Strategic aptitude and the ability to plan and implement strategy for the enhancement of Company business and effective utilisation of manpower, equipment and facilities
• Knowledge of the aviation industry, commercial disciplines and trends
• Ability to provide visionary leadership to, and motivation for, multi-disciplinary teams
• Demonstrated ability to work successfully under pressure
• Strong business management and revenue maximisation skills
• Impeccable integrity and diligence
• Proven analytical skills
• Ability to work in a multi-cultural environment.

Knowledge, competencies, experience

• Strong, positive leadership, able to influence staff, suppliers and customers equally.
• Good people skills, empathy with staff, suppliers and customers
• The ability to understand and work across cultural differences and barriers
• Well developed commercial awareness and excellent negotiating skills
• Commitment to customer and service – the responsibility for setting and delivering standards
• Strongly results focused with good implementation skills - able to get “things done”
• Well developed strategic thinking skills, able to evaluate risk and reward
• Able to work at Board level and meaningfully participate in other airline disciplines
• Able to project “the face of the airline” in support of the Managing Director when required
• Aero-political experience and the ability to understand and influence regulators.

Apply now! Send your CV to kq@careersinafrica.com

Company Description

www.careersinafrica.com/kq

Kenya Airways, Kenya’s national carrier and a leading African airline, believes that its greatest asset is its people. As The Pride of Africa and a member of the SkyTeam Alliance, Kenya Airways is at the forefront of connecting Africa to the world and the world to Africa through its hub at Jomo Kenyatta International Airport.