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Distribution Strategy (80-100%, f/m/diverse)

Inseriert am: 29.07.2019

The responsible for Distribution Strategy is based in Zurich and reports to the Head of Revenue Management & Distribution Strategy and Business Analytics.

He or she is in charge of the development and maintenance of Lufthansa Group’s (LHG) Distribution strategy. He or she develops and maintains the target picture Distribution for the LHG Network Airlines, feeds and supports the overall commercial strategy and aligns all involved commercial functions as a key principle. Further he or she guides the commercial framework for the distribution of LHG’s content portfolio and differentiation while setting distribution targets to foster the strategic measures. The distribution strategy plays a key role in integrating core commercial strategies as linking pin between RM, Sales and Product & Passenger Experience and helps the LHG airlines to change into a modern retailing venture.

Your duties

Conduct market research for customer buying behaviour and industry trends; ensure integration with overall commercial strategy

Develop and maintain the target picture for the distribution landscape (incl. management approval), which ensures customer proximity and interaction, allows for timely reaction to industry trends and fosters LHG’s role as industry frontrunner

Define distribution principles, which reflect current customer buying behaviour, conclusions for distribution technology and key stakeholder’s positioning and which also provide guidance to process owners for commercial decisions

Specify a commercial framework for all commercial processes dealing with LHG’s content

Derive distribution targets from the target picture and align with process, that ensures focused realization of the new distribution strategy throughout the commercial processes

Identify strategic distribution initiatives and measures, coordinate implementation by projects and maintain strategic project portfolio

Initiation of strategic partnerships with airlines and other service providers in the distribution value chain

Account for LHG’s position in industry committees, active role in industry innovations and standards Manage distribution stakeholder interests (e.g. Sales, Product, RM); prepare, conduct and track distribution committees; act as HD/B deputy for distribution topics

Functional guidance and promotion of assigned experts; appropriate design of organization and procedures in the area of responsibility

Your profile

Master in Economics or industrial engineering or comparable

6 to 8 years of relevant experience in Sales and or Distribution Profound knowledge of the key processes within Aviation Strategic thinker

Thinks beyond borders and acts for the whole

Challenges the status quo with an open and innovative mindset

Distinct communication skills

Acts and thinks in an agile manner

Combines strategic competence with a high implementation and solution focus

Makes a point of close cooperation with interfaces, especially with the commercial business units involved, e.g. Revenue Management, Distribution, Sales etc.