Manager, Trade & Online Sales
Key Responsibilities and Accountabilities
1. Online Travel Agent, Metasearch and Aggregator Partner Development
Build and maintain engaged partnerships with existing and new OTAs, metasearch companies and aggregators.
Deliver yield improvement and incremental sales from targeted partners, with particular focus on partners with scale.
Identify, business case and implement new partnerships, distribution opportunities and selling opportunities with OTA and metasearch partners.
Increase Jetstar’s share of metasearch traffic by leveraging marketing, display and conversion opportunities.
Expand exposure of Jetstar products through regional marketing plans and campaigns with OTA partners.
Work with sales managers to support local campaign activation where required.
2. Indirect Online Sales Strategy
Continually evolve Jetstar’s indirect online sales strategy to balance emerging risks and opportunities.
Support Jetstar’s broader drive-direct and incremental indirect sales strategy.
Ensure indirect online channels are used in a way that supports preferred-channel objectives and commercial priorities.
Assist sales managers in other regions with the development of local online sales strategies.
Provide partner contracting guidance and support execution of appropriate online sales plans.
3. Revenue Growth and Ancillary Performance
Drive incremental fare revenue through targeted OTA, metasearch and aggregator partnerships.
Maximise ancillary revenue contribution from OTA channels.
Lead commercial negotiations with OTAs to encourage better inclusion, display and sale of ancillary products through partner platforms.
Improve conversion, upselling and customer communication opportunities across indirect online channels.
Identify commercial opportunities that improve total revenue contribution, not just ticket sales.
4. Contract Compliance, Governance and Risk Management
Work with Cyber, Digital and Legal teams to ensure OTA and metasearch partners comply with Jetstar agreements, terms and conditions.
Address partner breaches and support processes to identify, monitor and manage non-compliance.
Maintain online sales agreements to support compliance with data, privacy, commercial and operational requirements.
Support preparation and management of sales and API contracts.
Ensure online partner activity protects Jetstar’s commercial position, customer data and brand standards.
5. Online Partner Management and Reporting
Manage online partners efficiently in cooperation with Digital and other internal teams.
Produce reporting to manage OTA and metasearch deals.
Keep the business updated on online channel performance, partner activity, risks and opportunities.
Analyse sales performance, partner contribution and market trends to support better commercial decisions.
Provide clear recommendations based on performance data and market intelligence.
6. Market Management for Assigned Asia Markets
Act as market manager for two to three Asia markets.
Deliver fare and ancillary revenue targets for assigned markets on an annual basis.
Develop sales plans tailored to each market.
Ensure booking and payment channels are in place to support indirect sales.
Manage local GSA relationships to deliver and surpass revenue targets.
Review GSA sales performance and activity on a regular basis.
Support GSAs in developing and implementing marketing and sales plans.
Help GSAs build partnerships with key agents and apply commercial incentives to drive incremental revenue.
Manage local non-GSA channels, including OTAs and other indirect sales partners, to ensure appropriate activation and development.
Communicate market opportunities, risks, passenger insights and competitor intelligence to internal stakeholders.
7. Cross-Functional Market Delivery
Collaborate with commercial and operational teams to maximise Jetstar’s performance in assigned markets.
Act as the voice of the market in relevant commercial and sales forums.
Understand and articulate customer behaviour, competitor dynamics, market issues and commercial opportunities.
Coordinate with Finance, regulatory authorities and relevant internal stakeholders to support successful GSA partnerships.
Work with internal teams including Commercial Planning, Revenue Management, Network, Scheduling, Ancillary, Digital, Customer Care, Airline Partnerships, Legal, Airports where required.
8. Projects and Ad-Hoc Deliverables
Deliver ad-hoc projects and support as agreed with the leadership team.
Support initiatives that improve sales execution, partner governance, distribution effectiveness and market readiness.
Identify operational gaps, commercial risks and process improvement opportunities.
Drive practical solutions that support revenue, compliance and customer outcomes.
To be considered, we are seeking the following key attributes:
Degree qualified, preferably in business, commerce, economics, engineering, aviation, travel, tourism or a related discipline.
Relevant commercial, sales, distribution, digital or airline industry qualifications would be regarded favourably.
Ten or more years’ work experience, preferably across commercial, sales, distribution, travel, aviation or digitally enabled partner management roles.
Experience delivering revenue outcomes across multiple international markets, preferably within Asia Pacific.
Experience managing OTAs, metasearch companies, aggregators, GSAs, trade partners or other indirect sales channels.
Proven track record in commercial negotiation, partner contracting, performance management and cross-functional execution.
Experience in sales planning, campaign activation, market development, partner governance and business case preparation.
Demonstrated ability to operate in a matrix environment and influence stakeholders across different functions, cultures and geographies.
Experience building positive external working relationships with key customers, suppliers and commercial partners.
Experience engaging with regulators or supporting market-level operational issues would be advantageous.