Commercial Manager in Abu Zaby [Abu Dhabi], United Arab Emirates

at Etihad Airways

Airline / Aviation
Executive / Top Management
Minimum Qualification
Required Experience
10 - 15 years
Employment Type
Full Time
Male or Female
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Job Description

Working closely with Regional General Managers, General Managers and Sales account managers, the role of the Commercial Dealing Manager is to provide end-to-end guidance and expertise to the Sales organisation on agency and corporate agreements. This will involve support throughout the deal cycle - from the development of a local dealing strategy, through to designing deals that are aligned to Etihad Commercial objectives, and ongoing analytics and direction to improve the performance and effectiveness of existing deals.


  • Work with Regional General Managers and General Managers to target and segment agencies for dealing, formulating dealing strategies for each market segment that drive sales onto the Etihad network
  • Provide guidance to Regional General Managers and General Managers on individual agency and corporate deal design, using a variety of market and internal intelligence sources to structure deals that will steer performance according to Etihad’s revenue targets whilst extracting maximum value from each cost of sale
  • Undertake regular corporate and agency dealing effectiveness reviews with Regional General Managers and General Managers, identifying where opportunities lie to drive further revenue and ways in which to mitigate risk of missing target
  • Following dealing effectiveness reviews, provide guidance and direction to Regional General Managers and Commercial Managers on modifying and enhancing existing deals to drive incremental revenue opportunities
  • Work closely with the Salesforce CRM team in Commercial Strategy & Planning to ensure best practice is spread across the network, and timely and relevant reports and dashboards are created within that support the account creation and management process


  • Educated to Diploma level or similar
  • At least 10 years’ experience obtained in the airline industry, of which at least five years should have been at a senior level within a sales or marketing function
  • Exceptional communication and presentation skills
  • Strong problem-solving abilities
  • Strong leadership skills
  • Excellent analytical skills
  • Experienced and knowledgeable in strategy development
  • Strong project management skills
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