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Accountabilities
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Weighting %
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Objectives
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Performance Measures
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Supplier Management:
Proactively manage a selection of land supplier contracts. To set annual strategy and ensure all sales and override targets are achieved in line with overall GPN Budgets and Strategy
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60%
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- Competitive Product locally and globally
- Maximum Margin / Overrides ROI / SLA
- Maximum participation and marketing income
- Collaboration with local and global selling partners on land content requirements to maximise income and ensure to the overall land strategy is supported
- Content can be easily implemented within developing Tech Platforms globally as required
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- Achieve Revenue Targets
- Achieve desired product sales
- YOY ROI growth by contract
- Business/marketing Plan for each contract
- 90 Day plans
- Monthly reporting on performance
- Monthly Accrual Model
- Quarterly Reviews
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Product Development: Implement a strategy to review and secure new Preferred Land Partners which are especially relevant to the America & EMEAS region but in line with overall GPN strategy.
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15%
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- Maximise Preferred supplier contract value
- Maximise preferred land sales
- Develop new product initiatives eg Smart Stay
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- Successful implementation of new suppliers
- Presentation of on-boarding packs and training to selling partners
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Regional Relationships:
Collaborate and enhance relationships with suppliers and local selling partners. Ensuring they have relevant activity and marketing plans in place for each region.
Work with FCTG Corp Marketing teams globally to ensure products receive maximum exposure internally and externally
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15%
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- Maximum Co-op / Soft dollar support locally
- Improved product knowledge and productivity of travel managers
- Maximum Margin / Overrides / SLA
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- Achieve Revenue Targets
- Achieve desired product sales
- Regional marketing plans in place
- Increase in sales and income
- Monthly reviews with local selling partners
- Participation in local product SWOT
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Technology implementation and operationalizing content:
Ensure content suppliers are aware of Tech road map. Support existing and review new suppliers fit within tech roadmap to ensure maximum productivity and product placement across the network. Work with local IT teams to ensure content placement is considered in line with overall FCTG Strategy.
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5%
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- Consultant productivity
- Greater visibility of land content
- Enhanced use of technology to preference and deliver content to the customer directly
- Ensure key preferred suppliers are included in the long term Tech roadmap wherever possible.
- Present new opportunities to new and existing suppliers
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- Increase revenue from tech platforms
- Increase in revenue from sources other than traditional GDS
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Regional Support and Training:
Support the education and training of BDM’s, AM’s, APM’s and consultants across the America’s to ensure all are trained in the effective sales of Preferred suppliers.
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5%
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- Maximum Margin / Overrides / SLA through achievement of targets
- Growth / Prevention of leakage from clients
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- Achieve Income Targets
- Growth in GPN TTV and room nights from selling partners
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Key Competencies
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Competency
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Description
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Customer Focus
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- Provide outstanding service to both internal and external partners
- Focus on customer land product needs
- Ability to listen and identify opportunities to grow land sales
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Commercial Acumen
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- Focus on results – margins, income, profit
- Ability to work autonomously to deliver results
- Understanding of key business drivers for their Area
- Company/product knowledge
- Entrepreneurial mindset (identifies business opportunities for the organization)
- Professional/Managerial skills
- Execute effectively, ability to deploy strategy
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Excellent Communicator
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- Fosters open and honest communication
- Listens actively
- Practices information sharing and problem solving
- Presents ideas & concepts logically and clearly
- Consider the needs of the audience and communicates in a fashion that will best meet these needs
- Able to identify and decipher messages from non-verbal communication
- Aware of language barriers and cultural sensitivities when dealing with mixed audiences globally
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Leadership
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- Communicate vision, direction and strategies clearly.
- Drive change – mobilises individuals and/or groups to want to change in the same direction.
- Focus, align and build effective groups across functions.
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Partnering and Building Relationships
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- Professional and friendly in dealing with global business partners and external parties
- Builds and sustains productive relationships
- Establishes rapport with partners and suppliers
- Builds trust in relationships
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Makes effective decisions and embraces change
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- Identifies and understands issues, problems and opportunities
- Compares data from different sources to draw conclusions and make recommendations
- Takes actions that are consistent with available facts, constraints, and probable consequences
- Accepts constructive feedback in an open fashion
- Receptive to new ideas and adaptable to change
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Skills and Capabilities
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Skills/Capabilities
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Description
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Travel Industry knowledge
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- Demonstrate detailed knowledge of business travel industry and Flight Centre business – Corporate knowledge
- Demonstrates knowledge of GDS Platforms in particular Amadeus and Sabre
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Supplier management
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- Develop and implement plan for globally managing supplier partners in accordance with overall product strategy
- Achieves targets for individual supplier marketing performance (financial and non-financial)
- Monitor supplier performance on a min monthly basis
- Identify, communicate and manage resolution of key issues with suppliers
- Diplomatically uses persuasion and influence to negotiate spend of joint and additional marketing funds to mutually grow sales.
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Training and Development
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- Evaluates need for training given underperformance on particular products
- Breaks down information and conducts training in simplest form so all team members learn and improve
- Delivers training tools to solve relevant issues on a global basis
- Technologically savvy at presenting training tools
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Effective Persuasion and Influence
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- Influences people and sells the benefits of change
- Plans approach and identifies solutions
- Diplomatically uses persuasion and influence to negotiate waivers and favours and other solutions
- Able to achieve a workable arrangement that meets the needs/guidelines of the organisation/client/ supplier.
- Be proactive and show initiative at all times.
- Think outside the square and find solutions
- Ability to motivate and inspire
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Problem Solving
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- Develop structured approach and framework for resolving key business problems.
- Apply problem-solving frameworks and use appropriate analytical tools.
- Present clear recommendations/solutions to senior management.
- Actively works to overcome obstacles
- Works to achieve goals, in spite of difficulties
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Negotiation
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- Enters all negotiations with a clear picture of required outcomes
- Effectively articulates his/her position and helps others understand the underlying issues and concerns
- Helps the other side to see the potential in alternative solutions to ensure they understand the full impact of their decisions.
- Recognizes when planned outcome is not possible and appropriately applies settlement strategies to achieve goals.
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Upholds company philosophies and culture
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- Takes ownership of successes and failures
- Demonstrates a belief in FCL Philosophies and values
- Exhibits a passion for the business and company
- Encourages a sense of enjoyment in the workplace
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Computer literacy
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- Experienced on either or all three GDS systems Sabre/Galileo/Amadeus
- Experience with online booking tools e.g. Serko/Concur/KDS
- Intranet, Internet, Word and Excel skills
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Qualifications
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Qualification
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Essential/Desirable
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Degree qualified
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Desirable
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Excel Level 2 – 3
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Desirable
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Supplier relations experience
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Essential
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