Head of Airline Sales
Department: Airline Sales & Business Development
Reports To: Managing Director / CEO
Location: Barasat, West Bengal
Employment Type : Full-Time
Experience Required: 10–15 years in the travel, aviation, or airline industry, with at least 5 years in a senior leadership role.
Salary
As per industry standards + Performance Bonus + Annual Incentives
Job Summary
The Head of Airline Sales is responsible for leading the company's airline ticketing business by driving revenue growth, expanding the B2B agent network, acquiring corporate travel accounts, managing airline partnerships, optimizing profitability, and leading the airline sales team. This role develops long-term sales strategies, negotiates commercial agreements with airlines and consolidators, and ensures operational excellence across domestic and international ticketing.
Key Responsibilities
Strategic Leadership
- Develop and implement the airline sales strategy aligned with the company's business objectives.
- Prepare annual sales budgets, revenue forecasts, and growth plans.
- Identify new business opportunities, markets, and airline partnerships.
- Drive expansion into new regions and customer segments.
Revenue Growth
- Achieve monthly, quarterly, and annual airline sales revenue targets.
- Improve gross margins and profitability.
- Monitor booking volumes, yields, and revenue performance.
- Develop strategies to increase repeat business and customer lifetime value.
B2B Business Development
- Expand the nationwide travel agent network.
- Build relationships with franchise partners, consolidators, and travel agencies.
- Introduce incentive programs for agents.
- Increase B2B airline ticket sales across domestic and international markets.
Corporate Sales
- Acquire and manage key corporate travel accounts.
- Negotiate corporate travel agreements and preferred fare programs.
- Build relationships with HR, procurement, finance, and administration departments of corporate clients.
- Ensure high retention of corporate customers.
Airline & Supplier Relationship Management
- Build strong relationships with airlines, consolidators, GDS providers, and travel technology partners.
- Negotiate commercial agreements, special fares, incentives, overrides, and exclusive promotions.
- Represent the company in airline meetings, trade events, and industry conferences.
- Monitor supplier performance and service quality.
Sales Team Leadership
- Recruit, mentor, and manage airline sales managers and executives.
- Set KPIs and monitor team performance.
- Conduct regular sales reviews and coaching sessions.
- Foster a high-performance, target-driven culture.
Pricing & Revenue Management
- Monitor airfare trends and competitor pricing.
- Optimize pricing strategies to maximize profitability.
- Coordinate with ticketing and finance teams on margins and fare policies.
- Ensure effective inventory and promotional planning.
Marketing & Brand Development
- Collaborate with the marketing team on airfare campaigns and promotions.
- Launch seasonal sales initiatives.
- Strengthen the company's position in the airline ticketing market.
- Support digital marketing efforts to generate qualified leads.
Operational Excellence
- Ensure compliance with airline policies, IATA regulations, and company procedures.
- Improve sales processes and customer experience.
- Work closely with operations, finance, and customer service teams to resolve issues promptly.
Reporting & Analytics
- Prepare management reports on revenue, profitability, sales performance, and market trends.
- Analyze customer behavior and booking patterns.
- Present strategic recommendations to senior management.
Required Skills
- Extensive knowledge of domestic and international airline ticketing
- Strong understanding of GDS platforms (Amadeus, Galileo, Sabre)
- Expertise in airline commercial agreements and negotiations
- Corporate travel management experience
- B2B travel sales leadership
- Revenue management and pricing strategy
- Budgeting and financial planning
- CRM and sales analytics tools
- Advanced Microsoft Excel and PowerPoint
- Excellent leadership, communication, and negotiation skills
- Strong analytical and decision-making abilities
Preferred Qualifications
- Bachelor's degree in Business Administration, Marketing, Travel & Tourism, or Hospitality
- MBA in Marketing, Sales, or Business Management preferred
- IATA/UFTAA certification is an advantage
- Experience working with airlines, consolidators, OTAs, or travel management companies
Key Performance Indicators (KPIs)KPITargetAnnual Airline Sales RevenueAs per company targetRevenue Growth20–30% year-on-yearGross Profit MarginAs per management benchmarkNew Corporate Accounts50+ annuallyNew Active B2B Agents300+ annuallyCorporate Client RetentionAbove 95%B2B Agent RetentionAbove 90%Team Sales Target Achievement100% or aboveCustomer Satisfaction (CSAT)Above 95%Sales Forecast AccuracyAbove 90%Leadership Responsibilities
- Lead and develop the airline sales department.
- Define departmental goals and performance standards.
- Build a culture of accountability, collaboration, and continuous improvement.
- Ensure compliance with company policies and industry regulations.
- Coordinate with finance, operations, visa, holidays, forex, marketing, and HR teams to deliver seamless customer service.
The ideal candidate will:
- Have a proven track record of growing airline ticket sales.
- Possess a strong network within airlines, travel agencies, and corporate travel.
- Demonstrate strategic thinking with strong commercial acumen.
- Be capable of leading large sales teams and managing high-value accounts.
- Deliver sustainable revenue growth while maintaining excellent customer relationships.
Pay: ₹20,000.00 - ₹50,000.00 per month
Benefits:
- Flexible schedule
- Provident Fund
Work Location: In person
