Regional Manager Commercial Business Intelligence

2 weeks ago

Melbourne, Australia Qatar Airways Full time

**The Job**

As the local leader of CBI in the regions, this role is responsible for leading the execution of portfolio-wide commercial strategy and tactics using deep analytics to maximize revenue and profit generation and achievement of budget targets and commercial vision.

**Job Accountabilities**
- Oversee a revenue portfolio of ~$1-3bn and a territory of 20+ online and offline countries.
- Represent the CBI organization in the region acting as a linchpin between the region and HO CBI.
- Develop the regional implementation strategy in collaboration with SM CBI Region in HO.
- Develop and execute the tactical commercial plans in coordination with regional Sales, Marketing and PR.
- Collaborate with CBI Central Planning team to coordinate global revenue opportunities and threats.
- Collaborate with CBI Data Science to proliferate data, tools and techniques across the region.

Provide insights on each Point of Sale (PoS), Distribution Channel and Customer segment.
- Identify sales process improvement projects by defining improvement targets and measuring the results.
- Support delivery of strategic innovation including new commercial solutions, products and analytics with the purpose of increasing penetration in existing customer segments and/or developing new ones.
- Act as the advocate of the Region and engage on its behalf with the head office departments and ensure streamlined communication of all relevant commercial units and the field.
- Drive development of best practices approach for analytics and metrics through selection of the right people and tools alongside definition of effective processes.
- Provide holistic view and insight of each PoS across region including competitive landscape and comprehensive analysis to support risk profile optimization and build on business opportunities.
- Keep abreast of industry and regional best practice and development and ensure information and best practices are shared and adopted.
- Lead initiatives to identify and provide detailed analysis of new business venture opportunities within the region.
- Ensure development and implementation of regional pricing strategies in conjunction with Head Office Commercial teams and the consistent implementation thereof.
- Manage Commercial projects across the region relating to the delivery of revenue results.
- Provide input into revenue objectives and KPIs in conjunction with key stakeholders.
- Provide regular revenue updates to all key stakeholders.
- Conduct frequent revenue performance reviews with key stakeholders within region.
- Identify areas of revenue leakage and develop and implement solutions to eliminate leakage.
- Drive budgeting process to support establishment of appropriate commercial targets within region
- Support achievement of best return on investment when allocating cost of sale across channels factoring in respective channel targets for all Points of Sales.
- Take Responsibility for meeting revenue targets for the Region by partnering with Network, Sales and Revenue Management and putting in place improvement actions where required.
- Ensure measurement of performance of all relevant business decisions across Commercial function within region.
- Ensure communication of pricing actions and results within the team and to key stakeholders.
- Ensure availability of fares within markets for target customer segments.
- Build relationships with key internal and external stakeholders.
- Coordinate and execute any ad-hoc tasks, as required by senior executives, within the team and ensure an effective production of deliverables.

Qualifications
- Bachelor’s Degree or Equivalent with Minimum 8 years of job-related experience
- Ability to delegate work, set clear direction and manage workflow.
- Strong mentoring and coaching skills.
- Ability to train and develop subordinates’ skills.
- Ability to foster teamwork among team members.
- Strong Presentation skills.
- Advanced skills in Microsoft Excel, Word, MS Access and Power Point.
- Ability to present complicated financial concepts to non-finance individuals.

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