Accountabilities

Weighting %

Objectives

Performance Measures

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

60%

• 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

• 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

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.

15%

• Maximise Preferred supplier contract value
• Maximise preferred land sales
• Develop new product  initiatives eg Smart Stay

• Successful implementation of new suppliers
• Presentation of on-boarding packs and training to selling partners

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

15%

• Maximum Co-op / Soft dollar support locally
• Improved product knowledge and productivity of travel managers
• Maximum Margin / Overrides / SLA

• 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

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.

5%

• 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

• Increase revenue from tech platforms
• Increase in revenue from sources other than traditional GDS
•  

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.

5%

• Maximum Margin / Overrides / SLA through achievement of targets
• Growth  / Prevention of leakage from clients

• Achieve Income Targets
• Growth in GPN TTV and room nights from selling partners