Sales Planning & Insights Head

Job Title

Sales Planning & Insights Head

Reports To

Head, Airlines Global Sales

Role Purpose

Lead the Sales Planning & Insights function for airlines global sales by enabling data-driven commercial decision-making, strengthening sales performance management, improving forecasting accuracy, and delivering strategic business insights. Accountable for developing robust sales planning frameworks, commercial analytics, and performance reporting to drive revenue growth, market expansion, and achievement of the airline’s commercial objectives. Partner closely with regional sales leaders and commercial stakeholders to identify opportunities, optimize sales effectiveness, and enhance overall business performance.

Key Accountability

• Lead the development and implementation of global sales planning frameworks, performance targets, and KPI governance across all sales markets, ensuring alignment with the airline’s commercial objectives.
• Drive sales performance management through regular performance reviews, identification of gaps and opportunities, and recommendation of actions to improve commercial outcomes and revenue delivery.
• Analyse sales performance, market trends, customer behaviour, and competitor activity to generate actionable insights that support strategic decision-making and commercial optimisation.
• Develop, implement, and continuously enhance sales forecasting methodologies to support commercial planning, budgeting, and business decision-making, while improving forecast accuracy through market intelligence and performance analysis.
• Evaluate regional sales initiatives, incentive schemes, commercial proposals, and strategic projects to assess financial viability, commercial impact, and alignment with business priorities.
• Ensure consistency and governance of sales planning frameworks, methodologies, and performance measurement standards across all regions.
• Partner with regional sales leaders and cross-functional stakeholders to drive execution of commercial strategies and performance improvement initiatives.
• Lead capability-building initiatives and structured training programs to enhance the competency of the global sales team in sales planning processes, forecasting methodologies, performance management, and commercial analytics.
• Lead, coach, and develop the Sales Planning & Insights team, fostering a culture of accountability, analytical excellence, and data-driven decision-making..
  
  

Qualification & Working Experience

• Bachelor's Degree in Business Administration, Economics, Marketing, Statistics, Data Analytics, Aviation Management, or a related discipline. Master's degree or MBA will be an added advantage.
• Minimum 10 years of experience in airline commercial, sales planning, sales performance management, commercial analytics, business planning, or related functions.
• Minimum 5 years of leadership experience managing teams and cross-functional stakeholders.
  
  

Areas of Experience

• Strong understanding of airline commercial operations, sales distribution channels, and market dynamics.
• Proven experience in sales planning, forecasting, performance management, and commercial analytics.
• Experience in developing and monitoring sales KPIs, dashboards, and performance reporting frameworks.
• Proven ability to lead teams and influence stakeholders across multiple functions and geographical markets.
• Ability to analyze complex business data and translate insights into actionable commercial strategies and recommendations.
• Experience in evaluating commercial initiatives, business proposals, and sales performance improvement opportunities.
• Strong strategic thinking, analytical, problem-solving, and decision-making capabilities.