Head, Distribution and Sales (Online & Offline)

Responsibilities

Develop and execute the airline‘s distribution strategy across online and offline sales channels to maximize revenue and market reach.

Manage direct digital channels, including the website, mobile app, and booking engine, as well as indirect channels such as travel agencies, corporate clients, OTAs, and GDS partners.

Optimize channel performance, distribution costs, and customer experience through data-driven commercial strategies.

Build and maintain relationships with GDS providers, NDC partners, payment service providers, travel agencies, and key commercial partners.

Lead digital distribution initiatives, including API/NDC integrations, e-commerce enhancements, and booking platform improvements.

Monitor sales performance, booking trends, conversion rates, and commercial KPIs, providing actionable recommendations.

Ensure compliance with airline distribution standards, including BSP, NDC, and PCI DSS requirements.

Lead, mentor, and develop the Distribution team while driving collaboration across Commercial, IT, Revenue Management, and Marketing.

Requirements

Bachelor‘s degree in Business Administration, Aviation Management, Marketing, Commerce, Information Technology, or a related field.

Minimum 5 years of experience in airline distribution, e-commerce, commercial, sales, or revenue management, including at least 2 years in a leadership role.

Strong knowledge of airline distribution systems, including GDS (Amadeus, Sabre, Travelport), BSP, NDC, and API connectivity.

Experience managing both online and offline sales channels, including agency, corporate, and digital distribution.

Understanding of e-commerce platforms, CRM systems, web analytics, online payment solutions, and distribution technologies.

Strong analytical, commercial, negotiation, and stakeholder management skills.

Proven leadership experience with the ability to manage cross-functional projects and digital transformation initiatives.

English proficiency at C1 level or above.