Head of Commercial (Region)

About the company

The Head of Commercial leads the Regional Commercial Team. This team combines all functions that support the Regional Head (F/XA) and the Regional units (F/GCs) in securing the company´s optimum commercial performance on financial and non-financial KPIs. This includes both the revenue/ sales side, as well as the cost dimension.

Your tasks

Within the targets set by the Regional Head, the Head of Commercial (Region) performs and oversees the following tasks:

Sales Planning and Performance Management

• Creates and implements the annual Regional revenue budget in cooperation with Global Sales Mgt. (F/XG).

• Establishes a Regional business plan in support of the company´s corporate goals and their translation into local activity.

• Coordinates and supports the Regional units (F/GC’s) in all measures ensuring achievement of the company´s revenue and profitability KPIs: Rev. forecasting, gap analysis and action planning; pricing; load factor optimization (where applicable); product & destination mix, etc.

• Manages all network planning (long term and short term) and capacity adjustments within the Region (incl. SPA & BSA agreements),and liaises with central network mgt. accordingly.

• Where applicable, ensures that the Region’s FCTL processes are in line with global standards.

• Ensures a high level of market and customer intelligence for the Region in cooperation with central units (FRA F/XG).

• Interfaces with central product development and product management units, communicating the demands of the market and translating central product impulses into Regional sales efforts where applicable.

Marketing

• Creates and implements the annual Regional marketing plan and any other global communication topics in cooperation with the central communication team (F/CI) and the Regional units (F/GC’S).

• Coordinate and implements all network- and pricing-communication in the Region.

• Gives guidance to the Regional units for communication-standards & -tools, incl. branding and corporate design topics.

• Organizes and implements the Region’s customer- & press events.

Controlling

• Maintains and applies a Regional performance scorecard in accordance with the company´s global KPI framework.

• Supports the Regional head and Regional units in achieving the company´s Financial and non-financial commercial KPI’s.

• Creates and implements the annual Regional cost budget in cooperation with central controlling.

• Proactively monitors the cost development of all company units in the Region to ensure optimum cost development. Analyzes existing gaps and supports the relevant units in developing corrective actions.

• Coordinates all Regional activities in pursuit of “Continuous Improvement (CI)” measures

• Liaises with LGBS and the GS/I-organization to ensure cooperation and coordination.

Digitalization

• Drive digital booking growth and revenue across the region by increasing adoption, executing global/local initiatives and unlocking new opportunities through APIs, marketplaces, and eBooking solutions.

• Act as the key link between global and regional teams to ensure the successful rollout, adoption and performance of digital solutions, while building a strong network of digital stakeholders to drive alignment and demand generation.

• Represent regional needs in central product development by shaping backlog priorities, contributing to user stories, and supporting the testing and validation of new digital features.

Process Management

• Supports the implementation of the company´s commercial processes in the Region and acts as interface to central departments for overarching commercial process topics.

General

• Takes on special projects and all other duties assigned by the Regional Head.

People Management

• Leads the Regional Commercial Team (disciplinary and functional)

• Selects, guides and develops personnel within the guiding principles for personnel management.

Requirements

Experience and Qualifications

• Bachelor’s degree in Business / Economics or Engineering, preferably with emphasis on Marketing / Sales, Commerce and / or Logistics
• Min 5 – 8 years of relevant work experience in the logistics or airline industry
• Good knowledge of commercial processes and LH group organization and ability to connect own activities to the worldwide company system independently.
• Good knowledge of comparable international airline/logistics industry structures
• Fluency in spoken and written English
• Basic German knowledge will be advantageous but not required.
• Advanced user skills of MS office, Excel, Word & PowerPoint

How to apply

If this is you, please forward your detailed resume including current and expected salary.