Head of Products and Propositions

Job Purpose The Head of Products and Propositions role reports directly to the Chief Commercial Officer.

The incumbent of the role will be accountable to develop leading products and propositions for the airline based on customer tastes and preferences, SAA’s strategic direction with a focus on profitability whilst growing market share

Principal Accountabilities • Develop a market responsive products and services strategy for the airline based on the overall group commercial plan
• Responsible for the P&L of all products and services of the airline
• Work closely with revenue management and sales to ensure product uptake and profitability
• Build a profit and loss plan for each product category to ensure return on investment
• Work with marketing to develop segment marketing strategy for the airline
• Develop travel propositions for various market segments including youth
• Conduct market research and commission various market studies to inform the various propositions to be developed
• Conduct focus group studies to test the suitability of proposed offerings
• Develop a world-class product portfolio management framework to constantly review and rationalised existing product offerings to ensure market and relevance and optimal profitability
• Develop dependable product quality assurance system to ensure better customer experience
• Develop internal systems capability to ensure that products can be delivered on time
• Establish a product development framework, methodology and protocol to ensure optimal demand management on information systems capability and scheduling
• Define the “Go to market” strategies and framework for the various products and propositions ensuring maximum product penetration and impact
• Work with sales defines channel strategy for the product
• Prepare product launch strategies and tactical plans to drive impact
• Work with sales, develop destination and event based propositions for various segments of the market
• Work with Voyager develops strategies to leverage other corporate loyalty programmes to drive product uptake
• Evaluate payment methods, including innovations in mobile payment spacer to ensure product accessibility
• Investigate innovative products and propositions for Cargo services especially for the SME and SoHo segments
• Develop distinct and innovative propositions to disrupt traditional methods of consumption of air travel by corporations and government
• Develop performance indicators for product and propositions team
• Develop a performance tracking and management system for all products and propositions developed
• Maintain sound relationships with sales, revenue management, trade partners and Technology teams improved coordination
• Develop a market responsive products and services strategy for the airline based on overall group commercial plan
• Develop distinct and innovative propositions to disrupt traditional methods of consumption of air travel by corporations and government
• Develop travel propositions for various market segments including youth
• Conduct market research and commission various market studies to inform the various propositions to be developed
• Conduct focus group studies to test the suitability of proposed offerings
• Develop a world-class product portfolio management framework to constantly review and rationalised existing product offerings to ensure market and relevance and optimal profitability
• Develop dependable product quality assurance system to ensure better customer experience
• Develop internal systems capability to ensure that products can be delivered on time
• Establish a product development framework, methodology and protocol to ensure optimal demand management on information systems capability and scheduling
• Define the “Go to market” strategies and framework for the various products and propositions ensuring maximum product penetration and impact
• Build a profit and loss plan for each product category to ensure return on investment
• Working with Voyager develops strategies to leverage other corporate loyalty programmes to drive product uptake
• Work with Revenue management and leveraging rich customer data develop personalized offers to drive incremental revenue and maximize return on investment per ASK
• Review the “SAA Vacations” proposition and advise on strategic direction to be taken
• Embed robust risk and revenue assurance systems into the product and propositions development process to limit revenue leakage and protect brand reputation
Qualifications & Experience • BDegree in Commerce, Business Administration and/or equivalent at NQF level 7
• A relevant postgraduate degree will be advantageous
• At least 7 – 10 years’ experience in a Commercial related role of which 5 years at a senior management level
• Experience in an Aviation industry environment will be an advantage
Knowledge and Skills • Core concepts of corporate finance
• Understanding of the Quality Management System
• Customer service principles
• Public Finance Management Act (PMFA)
• Revenue, Expenditure budgeting and Financial management practices and principles
• Treasury regulations and Stakeholder Relations
• Supply Chain legislation
• Airport Transport Legislation (e.g. CAA, IATA)
• Understanding of the Commercial service context which includes:
• E-Commerce, Yield Management, Sales and Marketing, Pricing and Revenue Management, Fleet and Network Planning, Scheduling and Development and Distribution
• Robust working knowledge of Marketing, Sales and Customer-centric strategies
• Commercial best practice and industry trends
• Understanding of the Aviation industry in South Africa and globally
• Core concepts of corporate finance
• Understanding of the Quality Management System
• Customer service principles
• Public Finance Management Act (PMFA)
• Revenue, Expenditure budgeting, and Financial management practices and principles
• Treasury regulations and Stakeholder Relations
• Supply Chain legislation
• Airport Transport Legislation (e.g. CAA, IATA)
• Understanding of the Commercial service context which includes: E-Commerce, Yield Management, Sales and Marketing, Pricing and Revenue Management, Fleet and Network Planning, Scheduling and Development and Distribution
• Robust working knowledge of Marketing, Sales and Customer-centric strategies
• Commercial best practice and industry trends
• Understanding the Aviation industry in South Africa and globally
• Deep analytic skills
• Deep understanding of marketing management principles including but not limited to segmentation and campaign management
• Business case development skills
• Product lifecycle management skills and experience
• Deep understanding of P&L management
• Knowledge of the working of channel commission structure
• Ability to quickly build, manage and sustain strong relationships with internal and external stakeholders particularly where they have different requirements demands and measures of success, and of brokering effective ways forward
• Collaborative approach and comfortable working in a dynamic team environment, including tight interaction with the business development, revenue management, network planning and development product, technology, operations and legal teams at SAA plus the Marketing team in Freeview
• High level of influencing/diplomacy skills and the ability to balance competing interests and manage multiple stakeholders with complex and competing objectives
• Ability to coordinate and support commercial negotiations with multiple third-parties
• Experience in the airline industry or consumer market and retail distribution
• Deep commercial experience and experience in P&L management
• Sales delivery experience
Attributes • Think
– Developing and Shaping Strategies
– Generating Ideas
– Providing Insights

• Inspire
– Making Decisions
– Empowering Individuals
– Convincing People

• Adapt
– Thinking Positively
– Embracing Change
– Team working

• Act
– Pursuing Goals
– Upholding Standards
– Seizing Opportunities

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