Commercial Manager (Duty Free)

The Commercial Manager is responsible to plan and implement Airasia’s Duty free & Merchandise commercial strategies and initiatives for the inflight and pre-book sales channels. The goal is to lead and expand the organization’s commercial activities; generating new revenue opportunities, maximizing profitability and creating sustainable growth.

The role of the Commercial Manager covers:

• Pricing & Profitability - Plan and execute pricing strategies for inflight and online sales channels to drive revenue growth sustainably.
• Route performance improvements - Analyze route level sales performance, plan and execute initiatives to drive revenue growth; in collaboration with cabin crew and warehouse team.
• Brand campaign management - Work closely and strong engagements with suppliers and brands to drive brand / category growth including joint-promotions, partnerships etc.
• Ancillary team engagement - Work closely with airline stakeholders to drive strategic and tactical initiatives ; driving commercial growth, brand awareness, reporting etc.
• Crew engagement - Work closely with the Cabin Crew Department to drive product awareness, executing crew incentives to drive sales. Continuous engagement programs to ensure Duty Free & Merchandise is a top of mind proposition among the crew.

Job Responsibilities

• Develop and implement commercial strategies/initiatives - end-to-end management of commercial objectives - from planning, stakeholder management & post-campaign analysis.
• Identify the key value drivers of the different customer segments to generate ideas and propositions to improve sales conversion.
• Utilizing data to implement initiatives - leveraging sales data, purchasing behavior trends and market trends.
• Ensure that all commercial activities meet or improve on budget, cost and efficiency targets (Key Performance Indicators (KPIs)) that are in-line with business objectives.
• Benchmark pricing & promotions among duty free retailers - landscape comprehension.
• Lead by example - ensure company culture & policies are followed through.

Job Requirements

• Track record in a commercial / product management / Business Development role.
• Strong at commercial planning and strategy.
• Able to analyze data and develop initiatives that increase revenues/profitability.
• BSc/BA in business, sales & marketing, commerce, commercial relevant fields.
• Demonstrate leadership qualities, strategic thinking & problem solving skills with the ability to be hands-on, displaying a ‘can-do’ attitude.
• Committed to learning and development, ensuring a culture of continuous improvements among team members.
• Excellent interpersonal skills, team player and able to communicate and engage with diverse stakeholders.