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Date: 22-Jun-2022
Location: GOA, IN
Company: GMR Enterprises Pvt Ltd GMR Group
JOB PURPOSE
To support the head of the department in marketing the airport in an effort to increase passenger traffic by bringing in more airlines and enhancing connectivity through hub operations and point to point traffic
Responsible for leading and passenger Route Development, Airport Marketing and Commercial Strategy function of the airport in order to maximize new revenue generation and achieving GHIAL mission by increasing ATMs, enhancing airport’s route network, building airline portfolio, and growing passenger numbers through tourism and catchment area development
ORGANISATION CHART
Accountabilities
Key Performance Indicators
Commercial Strategy
To develop an annual commercial action plan to meet the relevant AOP targets, strategic objectives and initiatives
Percentage completion
To provide intelligence and strategy notes/papers on various commercial matters including regulatory changes, policy advocacy, competitive actions, policy shifts, market structure changes, Airport Tariff fixation related matters
Against agreed parameters
To provide recommendations to the management about allocation of critical airport resources (slots/night parking) in order to achieve GHIAL’s mission
Against agreed parameters
To conduct market research related to consumer, catchment area etc to align GHIAL’s commercial efforts to its goals
Against agreed parameters
Air services development
To represent GHIAL in various interactions with airlines, airports, regulators, tourism authorities across various forums
Against agreed parameters
To develop the airline portfolio of RGIA as per the goals and opportunities
Number of new airlines added
To achieve the ATM volumes as per the AOP
ATM volume
To develop the route network of RGIA as per the goals
Number of new routes launched
KEY ACCOUNTABILITIES
Passenger traffic development
To achieve the hub development milestones by enhancing the transfer traffic volumes
Transfer traffic
To develop and execute a destination marketing plan and tie-ups with various state Govts for inbound tourism
No of new tie-ups
To develop and execute an international tourism development plan in association with National Tourism Organizations
No of new campaigns
To achieve the passenger volumes as per the AOP
Pax throughput
Airport Marketing
To develop and execute an annual aero marketing and marketing communication plan in association with the corporate communication team
Percentage completion
To market RGIA as a preferred gateway in the identified catchment area through B2C and B2B channels
Against agreed parameters
To develop the team with respect to skill-set, trade knowledge etc
No. of trainings conducted
To propose and finalize the department AOP, budget, training needs etc
Against agreed parameters
To develop and nurture business relationship with key personnel among airlines, airport, tourism authorities and other relevant stakeholders
Against agreed parameters
EXTERNAL INTERACTIONS
Airline Customers
Airport, Travel Tourism bodies & Trade representatives & Trade/Tourism Commissioners at Embassies, MoCA, AAI, DGCA, AERA, IATA, FIA, FICCI, CII etc
INTERNAL INTERACTIONS
CEO, Dy.CEO, CCO, CFO, COO, & HODs of GHIAL and other GMR Airports
All departments especially Slot, AOCC, Finance, SPG, Legal etc
FINANCIAL DIMENSIONS
~Rs 700 crores Dept. Revenue
OTHER DIMENSIONS
Team of 3 – 4
EDUCATION QUALIFICATIONS
Commerce Science Graduate/Engineer with MBA International Business/Mktg (preferred)
RELEVANT EXPERIENCE
Minimum 10 years with experience in Aviation domain, business development, route development, airline planning, aviation research, analytics consulting, tourism business development
COMPETENCIES
Business Insight: Ability to understand the implications of Business decisions and strive to enhance organizational performance. | Interview
Innovation
Managing Change and ambiguity by creating Win-Win
Determination(Contextual and Flexible)
Learning Ability
Making & Navigating proposals
Scanning, Networking & External orientation
Airline Marketing
Managing Performance: Effectively monitors and measures performance. Develops people and drive results. | Interview
Decision Making: Ability to systematically think through a problem and its component parts, garner relevant information and not taking things at face value. | Interview
Team Leadership, Teamwork & Interpersonal Influence: Capability to develop & converge individual potential to execute team objectives. Effectively intermingle and relate with individuals in a positive manner. | Interview
Communication: Ability to listen, interpret, simplify complex concepts, thoughts & ideas in verbal / non verbal form. | Interview
Execution and Operational Excellence: Ability and desire to execute with attention to detail, speed, accuracy and consistency | Interview
Personal Effectiveness: Demonstrating responsibility & reliability through actions to manage critical and challenging situations. | Interview
Problem Solving: Ability to identify solutions exploring different options in gathered information. | Interview
Problem Solving & Analytical Thinking
Strategic Orientation
Capability Building
Entrepreneurship
Social Awareness
Personal Effectiveness
Networking
Stakeholder Focus
Teamwork & Interpersonal influence
Execution & Results
Planning & Decision Making
