Senior Business Development Manager - Bengaluru, India - Cleartrip

    Cleartrip
    Cleartrip Bengaluru, India

    1 week ago

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    Description

    Sales Summary: The Senior Manager of Sales is responsible for leading the sales team to achieve and exceed revenue targets, primarily focusing on B2B ticket, hotels and ancillary product sales within the travel industry. This role requires a strategic approach to revenue generation, client acquisition, retention, market expansion, and stakeholder relationship management.

    The SM will also be responsible for optimizing sales processes, reporting and analysis, cross-functional collaboration, market research, cost control, contract negotiations, customer service excellence, product knowledge enhancement, risk management, feedback collection and improvement, and upselling and cross-selling. Additionally, they will oversee credit limit decisions to support responsible credit management.

    Key Responsibilities:

    1. Revenue Generation Strategy:


    • Objective: Achieve and surpass sales targets, maximizing revenue from ticket sales.


    • Strategic Approach: Optimize group movements to enhance profit margins and implement segment conversion strategies for increased revenue.

    2. Client Acquisition:


    • Objective: Identify and onboard new B2B clients within the travel industry.


    • Strategic Approach: Develop robust outreach programs and foster industry relationships for client acquisition.

    3. Client Retention and Satisfaction:


    • Objective: Ensure exceptional satisfaction and retention of existing B2B clients.


    • Strategic Approach: Implement customer-centric strategies and personalized service to maintain long-term partnerships.

    4. Market Expansion:


    • Objective: Explore new market opportunities for B2B ticketing sales.


    • Strategic Approach: Identify emerging industries and regions for expansion, aligning with company goals.

    5. Stakeholder Relationship Management:


    • Objective: Cultivate strong relationships with key stakeholders in the B2B ticketing space.


    • Strategic Approach: Establish excellent PR with airline partners, GDS organizations, and B2B clients.

    6. Sales Process Optimization:


    • Objective: Enhance sales processes and efficiency for maximum productivity.


    • Strategic Approach: Continuously refine and improve sales workflows to increase revenue and minimize errors.

    7. Reporting and Analysis:


    • Objective: Provide insightful reports on booking trends, revenue, and market share.


    • Strategic Approach: Utilize data analytics to assess the performance of B2B air ticket sales and inform decision-making.

    8. Cross-functional Collaboration:


    • Objective: Collaborate seamlessly with internal teams to support B2B bookings.


    • Strategic Approach: Foster strong partnerships with Sales, Customer Support, and Finance teams to ensure a cohesive booking process.

    9. Market Research and Competitor Analysis:


    • Objective: Stay updated with industry trends and competitors' offerings.


    • Strategic Approach: Conduct thorough market research to make informed decisions regarding pricing, routes, and services.

    10. Cost Control and Efficiency:


    • Objective: Manage and reduce operational costs associated with B2B bookings.


    • Strategic Approach: Optimize cost structures, including GDS fees, distribution expenses, and service charges.

    11. Contract Negotiations:


    • Objective: Secure favorable agreements with airlines and travel agencies.


    • Strategic Approach: Negotiate competitive pricing and terms to benefit B2B clients.

    12. Customer Service Excellence:


    • Objective: Maintain a high level of customer service and issue resolution.


    • Strategic Approach: Promptly address inquiries, provide booking assistance, and resolve client issues through effective collaboration with the operations team. 13. Product Knowledge Enhancement:


    • Objective: Continuously update knowledge of airline products, fare rules, and loyalty programs.


    • Strategic Approach: Ensure the ops team is equipped with the latest information to offer optimal solutions to B2B clients.

    14. Risk Management:


    • Objective: Identify and mitigate risks associated with B2B bookings.


    • Strategic Approach: Develop strategies to address issues such as ADM, GDS abuse, flight cancellations, credit limits, and refunds.

    15. Feedback Collection and Improvement:


    • Objective: Gather feedback from B2B clients to enhance service offerings.


    • Strategic Approach: Utilize client insights to make improvements and tailor services to meet client needs.

    16. Upselling and Cross-selling:


    • Objective: Identify opportunities to upsell additional services and cross-sell related products.


    • Strategic Approach: Offer complementary services like hotels, car rentals, and travel insurance to enhance revenue.

    17. Credit Limit Decisions:


    • Objective: Responsibly approve credit limits based on business requirements.


    • Strategic Approach: Evaluate Sales Manager recommendations and align decisions with company norms.

    Qualifications:


    • Bachelor's degree in Business, Sales, or a related field.


    • Proven experience in B2B sales and leadership roles.


    • Strong analytical, negotiation, and communication skills.


    • In-depth knowledge of the travel industry and ticketing processes.


    • Proficiency in data analytics and reporting tools.


    • Ability to build and maintain relationships with stakeholders.


    • Excellent problem-solving and decision-making abilities.