Regional Channel Manager
About the role
Drive the implementation and management of the commercial/distribution strategy related to business/leisure sales channels which include (but not limited to) Corporate, Beyond Business, TMC, Meetings, Incentive, Conference and Exhibitions (MICE), OTA/Retail, Tour, Consolidator/VFR and Student. Collaborate with HQ and Regional Sales team to define incentive/product guidelines and ensure implementation consistency across all sales region. Holds regional accountability for the optimization/achievement of relevant business/leisure channel commercial goals including driving P2P and stopover MICE growth to Qatar/Doha.
Accountabilities:
Operational
- Collaborate with global Business/Leisure Channel management and internal stakeholders to actively input regional Channel insights into the development of the global distribution strategy e.g. ensure global strategy is fit for purpose in region and vice versa.
- Develop and implement the regional channel strategy to drive relevant commercial performance and meet assigned targets for the region.
- Liaise with QNTC, Discover Qatar and Regional Sales Team to develop and drive an integrated plan to grow develop MICE proposition to grow Doha P2P and stopover sales.
- Work with relevant internal departments to develop digital direct products which allow QR to compete on a level playing field with its distribution.
- Collaborate with regional sales leadership to ensure the right structure, tools and processes are in place to drive Business/Leisure channel commercial performance, optimize cost of sale and reduce conflict with QR digital direct.
- Monitor competitive and macro-economic environment and adapt strategy/plans as needed.
- Continue to improve return on Business/Leisure Channel agreements and work with relevant internal stakeholders to develop appropriate products.
- Work with regional sales leadership and CBI to set guidelines for cost of sale with a focus on improving ROI.
- Hold responsibility for Business/Leisure channel target at a region level and work collaboratively with analysts to review channel performance and optimize contracts.
- Monitor activities that impact Business/Leisure channel sales revenue and performance through use of data. Report and take appropriate actions as far as is practicable to maximize opportunities or defend revenue as required.
- Act as a liaison between Region and Global Sales to ensure a coordinated approach to the channel.
- Benchmark market environment to ensure QR’s sales practices remains in line with industry best practice.
- Perform other department duties related to his/her position as directed by the Head of the Department.
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