Director, Sales Planning and Distribution

Job Summary:

The Director will also oversee the sales analysis function and lead strategy activities such as recommending deal economics, tactical initiatives and contractual support activities to guide the sales teams in optimizing the performance of Porter’s sales programs.

Duties & Responsibilities:

• Oversee the delivery of NDC business implementation including, scope, change management and business readiness.
• Own and manage the Sales Distribution business case and strategy, ensuring alignment of scope to achieve NDC revenue and partner onboarding targets while overseeing the ongoing project budget in partnership with IT.
• Develop and communicate a clear team vision that aligns with the Porter objectives, ensuring all solutions meet agency expectations and effectively address business needs.
• Support the NDC program by appraising options and gaining approval to progress.
• Work with the Managing Director Sales to ensure Distribution and Agency contracting terms and payments align.
• Analyze the cost drivers of indirect NDC distribution and develop a profitable cost of sale model for all indirect sales programs to ensure accurate financial forecasting and reporting.
• Review sales data and provide recommendations for a suitable commercial model for content distribution in the indirect sales channels.
• Understand historical sales data to identify patterns and opportunities for B2B growth.
• Analyze pricing/incentive data and adjust strategies when necessary to maximize revenue.
• Forecast future sales based on market trends, historical data and economic indicators in collaboration with network planning and revenue management.
• Deeply understands the competitive environment for Domestic and Transborder markets.
• Develop sales plans, tactical offers and targets for focus markets in partnership with Revenue Management.
• Owner and manage all third party distribution vendor relationships.
• Own and manage the business relationship with Navitaire and all third-party distribution and technology partners, ensuring the necessary functionality is in place. When gaps exist, define the required functionality and oversee the roadmap to implementation.
• Negotiate all GDS contracts and other relevant indirect distribution agreements in support Porter’s overall distribution strategy.
• Oversee the development of a web booking portal for indirect sales channels that provides self-service functionality for sales reporting, policy review, and soft dollar resources.
• Actively participate in Porter’s Safety Management System (SMS) including reporting hazards and incidents encountered in daily operations; understand, comply and promote the Company Safety Policy.

Behavioural Competencies:

• Concern for Safety: Identifying hazardous or potentially hazardous situations and taking appropriate action to maintain a safe environment for self and others.
• Teamwork: Working collaboratively with others to achieve organizational goals.
• Passenger/Customer Service: Providing service excellence to internal and/or external customers (passengers).
• Initiative: Dealing with situations and issues proactively and persistently, seizing opportunities that arise.
• Results Focus: Focusing efforts on achieving high quality results consistent with the organization’s standards.
• Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus.
• Exemplifying Integrity: Treating others fairly, honestly, and respectfully, furthering the integrity of the organization and its relationships of trust with team members and the broader community.
• Inspiring Others: Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers.
• People Leadership: Assuming a leadership role in helping others achieve excellent results.
• Leading Change: Recognizing the need for change, being open to new ideas and methods, and championing transformational change within the organization and beyond.

Qualifications:

• 8+ years of relevant work experience in airline distribution, sales and strategy development, project management, or other related areas
• 5 years of direct people leadership experience
• University degree in business or related field
• Experience defining and executing an airline’s content strategy related to New Distribution Capability (NDC) is required
• Excellent communication skills (both written and verbal) to clearly communicate complex travel agency operational procedures to the broader Porter leadership team, make recommendations and attain desired outcomes to support the indirect sales channel
• Working knowledge of the link between the GDS and Airline PSS
• Proven organizational and project management skills with the ability to manage multiple simultaneous projects under tight deadlines
• Strong intellect with ability to absorb input from multiple internal and external sources and translate into effective and actionable strategies and initiatives
• Collaborative, solution-oriented leader, preferring to work with others and open to change.
• Solid business acumen with strong financial and analytical skills and airline industry knowledge; ability to make high-impact decisions based on quantitative and qualitative factors
• High degree of diplomacy and good judgment along with the ability to maintain confidentiality

Company Description:

Headquartered in Toronto, Porter is an Official 4 Star Airline® in the World Airline Star Rating®. Visit www.flyporter.com or follow @porterairlines on Instagram, Facebook and Twitter.