Head of Commercial

7 months ago

Edinburgh, United Kingdom AVPlacements Full time

**AVPlacements have a great role to offer as a Head of Commercial for a fantastic client of ours based in the Channel Islands.**

**Title: Head of Commercial**

**Reports To: CEO Direct Reports**

**Four Contract Hours: Full time (37.5 hours per week)**

**Commercial Location: Channel Islands**

**Role Purpose**:
To add value and growth by identifying and implementing new commercial opportunities, implementing new and managing existing commercial partnerships, optimising asset utilisation through network planning and scheduling, maintaining and growing revenue streams through the direction of the airline’s pricing and revenue management functions and ancillary revenue generation efforts, multi-channel marketing and distribution of the airline’s product offering, and management of the clients customer relations function.

**The Role: (Responsibilities and Tasks)**
- Develop and implement commercial strategies and product offerings according to company goals and objectives aiming to accelerate profitable revenue growth, informed by market research, benchmarking and analysis, and supported by detailed business plans.
- Ensure the optimal deployment of aircraft assets, maximising utilisation whilst optimising revenue. Collaborate across the organisation to ensure that aircraft scheduling balances crew cost, ground handling efficiency and maintenance schedules with revenue optimisation such to deliver the maximum level of profitability, whilst maintaining reliability and punctuality to required standards.
- Manage the airline’s slot portfolio and negotiate and manage airport usage agreements and associated cost across the airlines regular as well as ad hoc operations.
- Be responsible for the implementation of the Company’s pricing policies, prepare revenue budgets and associated metrics, manage budget attainment through revenue management practices, marketing & promotional activity, and implement corrective actions where necessary. Ensure that appropriate systems and measures are in place to ensure the highest level of revenue integrity and leakage avoidance are always in place.
- Monitor the performance of commercial activities using key metrics, at both a granular and at a macro-level, manage the delivery and development of commercial department resources, and prepare reports to inform ongoing and pro-active management decision-making.
- Understand the requirements of customers and key drivers of satisfaction to ensure their needs are consistently met, using Net Promoter Scores, customer feedback and best-practice benchmarking, amongst other ways, whilst complying with relevant consumer protection regulations.
- Build cohesive interline and code share relationships with other airlines to enhance network reach, whilst maintaining and developing own-metal operations to deliver sustainable (financial JOB & PERSON SPECIFICATION and environmental) and reliable air connectivity (scheduled, charter and ad-hoc) in compliance with the strategic objectives set by the Shareholder and in response to customer requirements.
- Responsible for the Company’s distribution strategy, inclusive of direct and indirect sales and customer service support channels (including call centres), across all customer segments (inclusive of the airline’s loyalty rewards program). Identify changes in customer needs and collaborate internally and externally to ongoingly evolve the Company’s distribution capabilities and reach and maintain and improve service standards whilst managing cost downwards.
- Be responsible for ancillary revenue generation and the management of associated partnerships, relationships (including with the broader hospitality industry) and suppliers (including SLA management).
- Collaborate with the Public Relations, Stakeholder Management and Communications function to ensure delivery of a multi-channel Marketing Strategy that is aligned to and supports the clients brand values and aims in a commercially and reputationally measurable manner.
- Active role in passenger disruption management and part of the Emergency Response Team. Balance Score Card (Accountabilities)
- RASK (Passenger revenue, cargo revenue, ancillary revenue, charter and Public Service Obligation revenue average fare, load factor, passenger volumes and market share) per budget.
- Aircraft utilisation (daily aircraft utilisation, available seat kilometres and available seats produced, sectors produced)
- Public Service Obligation and Lifeline route performance (capacity/frequency, reliability, profitability).
- CASK (distribution cost, marketing cost, airport charges, passenger disruption cost, departmental overhead) per budget.
- Route profitability per budget.
- Interline and/or codeshare revenue growth.
- Network reach improvement (scheduled, ad hoc, charter destinations served)
- Contact centre service level, customer satisfaction surveys (distribution channels, ancillary products quality).
- Punctuality (On Time Performance, flight canc

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