Business Development Manager MICE/Groups


Reporting to the Director of Sales Australia, responsible identifying, sourcing and procuring incremental sales revenue through PCOs/Incentive Houses/Corporate & Group customers whilst retaining and growing existing revenue streams.

Develop a pipeline of new sales and tactical opportunities with the MICE/Group market.

Developing and managing the strategic relationships and partnership with new and existing customers to achieve sales targets.

Negotiate and deliver group tenders and proposals in consultation with Revenue Management and the Regional Distribution Manager.

Develop and execute a selling and servicing plan for each customer which is aligned to their business model and HA key objectives that support revenue generation & ROI.

Act on leads arising from referrals, conferences, MICE exhibitions.

Liaise with Tourism Bodies, hotels, Destination Management Companies (DMCs), & Cruise companies involved in the MICE market

Develop and execute a strategy for each customer to maximise revenue.

Customer visitations as per the servicing plan.

Ongoing monitoring of customer performance, revenue contribution, growth, potential and return on investment.

Keep the HA management team informed of communications with customers and industry developments.

Participate in co-operative marketing activity with customers and key business partners.

Presentations & product updates to customers as required.

Monitor and report on all MICE/Group market intelligence and make necessary recommendations to ensure HA products are competitive.

In conjunction with HA marketing establish and execute and annual marketing plans for customers.

Establish an executive relationship strategy which supports HA and the customer.

Effectively represent HA internally and externally including participation at relevant MICE/Group functions, tradeshows and conferences.

Develop strategies which align financial, customer and overall HA business objectives.

Build a culture of high performance within the sales team including sharing and developing best practice and effectively contributing to building knowledge within the team


Key Requirements

Proven MICE/Group sales experience within an airline or travel related company with at least 5 years’ experience.

Extensive experience in developing, implementing & managing account sales and marketing programs to drive improved revenue outcomes.

Ability to build strategic partnerships and exceptional relationships with agency partners.

Proven success with the implementation of robust and creative sales promotions.

Demonstrated experience and knowledge of Australia and New Zealand travel industry.

Demonstrated experience in the creation, development and execution of sales promotion initiatives supported by associated business strategies.

Strong negotiation, presentation and interpersonal skills.

Strong computer skills including a solid knowledge of Microsoft Office functionalities.

Flexibility and willingness to work outside business hours and at weekends as required.

Personal Characteristics

A high integrity individual with impeccable ethics and an unblemished track record.

Highly analytical, logical with strong decision making and critical thinking skills.

A professional with strong presence and the capability to represent Hawaiian Airlines in interactions and negotiations with important business partners.

Strong influencing and negotiation capabilities given the need to work well on a cross functional basis driving change without having authority or direct responsibility over critical aspects of the business that directly impact the ability to succeed.

Has demonstrated ability to persuade and influence decision makers across departments.

An individual with very strong interpersonal skills. Has the ability to persuade and negotiate successfully at all organisational levels.

An energetic enthusiastic team player who has the ability to work in a collaborative, success oriented yet caring company culture.

An individual with a strong bias for action and the fortitude to challenge the status quo with a results oriented sense of urgency.

An individual who thrives on pressure and delivering exceptional results.

Outstanding ability to work independently and as part of a team.

High degree of professionalism.

Passion and commitment for the role with a focus on driving to exceed goals.

Excellent communication skills both written and oral

Excellent interpersonal skills.

Ability to multitask.

Is proactive and take ownership of tasks.

Strong planning and organisational skills.

Please send your resume and a covering letter to Hawaiian Airlines HR by clicking ‘Apply Now’.

Any personal information collected will be used for recruitment purposes only

Hawaiian Airlines is an Equal Opportunity Employer

Posted: Thu 22 Oct 15

Note: This job advertisement is no longer active.

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