Reports To

Position Summary

Key Accountabilities

• Develop strategic Business Process Outsourcing (BPO) options for GSAs across all stations worldwide. This is to ensure scalability and efficiency in managing the airline's representation in non-operating markets.
• Oversee the contracting process with GSAs, ensuring that all agreements are compliant with Malaysia Airlines’ standards. Regular performance reviews are conducted to ensure that GSAs meet their sales and operational targets.
• Review and optimize the current GSA setups to ensure they are cost-effective and operationally efficient. The aim is to reduce overall costs for Malaysia Airlines while maintaining or improving the quality of service.
• Focus on increasing sales through the GSA network in regions where Malaysia Airlines does not have a direct or direct presence. This involves setting sales targets for GSAs, monitoring their performance, and providing support to help them achieve these targets.
• Create and implement sales strategies specifically aimed at boosting revenue in offline markets and offline sales where Malaysia Airlines does not operate directly. This includes identifying key markets and customer segments, setting sales targets, and deploying marketing initiatives.
• Develop and manage the Preferred Sales Agent (PSA) network to drive revenue as alternative to GSA. This includes identifying and onboarding key PSAs, setting clear sales targets, and providing ongoing support and training to ensure they meet Malaysia Airliners’ expectation.

Qualification & Working Experience

• Bachelor’s degree in Business Administration, Marketing, Aviation Management, or a related field. A Master’s degree in Business Administration (MBA) or a similar advanced degree would be an advantage.
• Minimum of 8-10 years of experience in the aviation or travel industry, with at least 3-5 years in a managerial or supervisory role.

Area of Experience

• Proven track record in managing General Sales Agents (GSAs) or similar third- party sales networks.
• Experience in offline sales management, with a deep understanding of market dynamics in non-operating regions.
• Experience in contract negotiation and performance management of sales agents or partners.