Lastminute.de / weg.de is one of Germany's best-known online travel portals and offers its customers the entire travel portfolio, from package tours and all-inclusive trips to hotels, flights, cruises, rental cars and ski trips. Customers are particularly impressed by the clarity, user-friendliness and wide selection of the travel portal. weg.de was founded in March 2005 in Munich and is a brand of COMVEL GmbH. Since 2018, COMVEL GmbH has been part of the lastminute.com group, which is one of the leading companies in the online travel industry in Europe.
The heart of our culture is the commitment to inclusion in terms of race, gender, age, sexual orientation, religion, gender identity or expression, and accessibility. We strongly believe in creating an equal opportunity space that is welcoming and honors the uniqueness of everyone who works here. We want to ensure that our employees reflect the communities around the world that we support in our journeys and drive our internal innovation.
This role will be responsible for managing all aspects of the relationships between lastminute.com and airlines, growing the company’s airline portfolio, securing differentiated airline content, and increasing airline revenue streams, volumes, and market share.
Main responsibilities include negotiating global airline commercial contracts and commissions and working closely with the lastminute.com media solutions team to sell media products to airlines.
A vital component of this role is securing differentiated airline content to support the company’s strategy of being the European Travel-Tech Leader in Dynamic Holiday Packages. The candidate must also be able to demonstrate a strong ability to identifying new business opportunities.
The Sales Manager represents the commercial team during internal meetings and be adept at presenting in wider business events and conferences, in addition to external airline business meeting, functions and networking events. A key part of this role is to have the ability to communicate relevant business information in a concise and effective way, using the most effective communication channel.
Providing accurate reporting and sales data analysis, monitoring airlines performance and making recommendations to internal stakeholders and airlines to support the company strategies is crucial. Strong collaboration skills are necessary in this role, with a significant amount of daily interaction with many other stakeholders.
Contribute towards and support the Air Commercial strategy across all lastminute.com markets, managing the day-to-day relationship between lastminute.com Group and airlines.
Be an expert across all segments of the German aviation market, for scheduled carriers, low cost and charter airlines
Negotiate airline commercial agreements, content and marketing funds within the parameters set by the air commercial strategy to maximize revenue streams
Review and provide feedback on airline contracts and liaise with the organisation’s legal team to formulate contracts following the company’s legal governance.
Secure differentiated airline content from commercial partners and non-commercial partners alike, from scheduled airlines, low cost carriers, or charter providers
Be instrumental in growing packaging and flight only market share
Have a strong understanding of NDC and different flights distribution technologies.
Utilize data sources and reporting tools to build an expert view of the account portfolio and the market in general; being able to share these insights in a concise and clear manner to the wider business
Identify and explore new revenue streams, developing new business opportunities, whilst closely collaborating with multiple departments across the business.
Liaise between airlines and internal stakeholders, including the customer service, legal teams and the ADM team to resolve problems and minimize losses.
Manage the administration and financial reporting for a portfolio of accounts working closely with the finance teams.
Provide accurate budgeting, forecasting and performance data to the wider business
Represent the air commercial team in internal meetings; be able to create presentations and communicate the air commercial strategy to the wider business where required
Ability to communicate effectively with senior airline representatives and be business confident in different cultural settings
Represent lastminute.com at trade functions
Regular international travel is a vital part of this role, any candidate must be able to regularly travel, sometimes at short notice. Most travel requirements are within Europe; however the candidate must be able to travel outside of Europe for a number of days at a time
Specialist/Technical Knowledge, Skills & Experience
Significant experience in sales management with airlines, both scheduled, low cost or charters within a Tour Operator, Travel Agency, or OTA environment
Good understanding of the Tour Operator market; in particular relating to the flight component
Significant experience and understanding of travel E-commerce in Germany
Significant successes in securing differentiated content from scheduled airlines, low-cost carriers, and charter providers
Thorough understanding of the technology used in flights distribution
Significant problem-solving skills
Excellent commercial awareness
Strong negotiator: ability to effectively negotiate with senior internal and external stakeholders
Excellent analytical skills: ability to understand and utilize a wide range of data and information and build data models
Experience presenting to multiple internal and external stakeholders from a range of different departments, utilizing clear and concise communication skills
Appreciation and understanding of external and internal influences within the aviation industry and of the challenges and opportunities in the todays aviation market
High-level English skills, both written, oral and aural
Fluent German language skills
High degree of individual ownership, adopting a bold approach in negotiations and in all aspects of day-to-day activities
Demonstrate a high level of the following competencies: striving for success, problem-solving, and collaboration
Ability to motivate and inspire, be empathetic, and influence others through creating strong business cases.
Enjoy working in a fast paced, constantly changing, and challenging business environment
Positive attitude and ability to overcome challenges in a creative way
Strong organizational and prioritization abilities; be agile and able to juggle multiple tasks pertaining to multiple topics very quickly
Thorough and meticulous with strong attention to detail,
Tenacity and ability to find creative solutions
Proactive team player, ability to interact effectively with all levels of a business organization, whether internal or external
Self-motivated, tenacious, taking a high level of individual initiative
Able to work remotely, be self-autonomous, prioritize and manage workflow without ongoing guidance
Work to tight deadlines with a ‘can-do’ attitude
What you can expect: