ATSEDE SEYOUM SHIFERAW
Abu Dhabi,AZ
Summary
Impactful Director of Sales Operations with proven track record in sales leadership and operations and strong project management, strategic communications and cross-collaboration influencing skills. Independently oversees objectives and key results to achieve budgets and growth plans. Passionate about creating enriching work environment, developing people and creating opportunities for top performers.
Overview
25
25
years of professional experience
3
3
Language
Work History
MANAGER SALES OPERATIONS
ETIHAD AIRWAYS
Abu Dhabi
04.2011 - 04.2021
- Led a Sales Operations team (8 sales support staff), overseeing diverse sales operations functions; field sales support, process improvement, policy management, commercial contracting, salesforce.com, trade incentives payment and sales communications (SharePoint for Sales & Distribution division, Chatter group communications, Newsletters)
- Led business process improvement initiatives throughout the sales organization and across the network to improve customer satisfaction and speed to market
- Enabled cost saving of > $15million through a revamped Commercial Gestures policy and process enabling efficiency and value measurement for waivers and favors granted to clients by sales teams
- Implemented automated Business Case processes through Salesforce.com
- Built strategy for an effective internal communication; create informative and interesting internal newsletters, daily chatter posts and targeted communication
- Drive strategic revenue integrity initiatives to reduce revenue loss of close to $5 M, associated with ADMs, commercial waivers and refunds
- Managed the multimillion-dollar commercial property projects portfolio – leading through some strategic game changing cost saving initiatives
- Successfully implemented and managed the relaunch operations and initial member acquisition campaign for an Etihad’s SME loyalty program & managed Etihad’s front-line agent loyalty program expanding the coverage from 6 to 42 countries and revamping the benefits framework
- Mentored and trained staff to drive productive goal setting and field sales objectives achievement.
SENIOR OFFICER NETWORK SALES
QATAR AIRWAYS
Doha
06.2007 - 03.2011
- Incentive schemes management for trade & corporate Clients,
- Performance evaluation of covered markets,
- Monitor market segmentation & distribution channel mix to ensure high quality business is generated,
- Follow up sales activities of stations and assist in sales related issues,
- Monitor industry trends and competitor’s activities.
DISTRICT SALES MANAGER
QATAR AIRWAYS
Bahrain
10.2006 - 05.2007
- Manage the sales staff, develop sales plans, innovate sales strategies, maintain relations with other airlines/ travel agencies/ government authorities.
AREA MANAGER
ETHIOPIAN AIRLINES
Abidjan
12.2003 - 09.2006
- Represent the Airline in 8 West African countries managing a team of 12, 4 GSA’s
- Manage Passenger & Cargo Sales and operations (including Airport Operations) – responsible for a revenue of $6M
- Maintain relations with other airlines & Government Authorities, GSA selection & negotiation in off – line stations
- Initiated and organized the airline’s commencement of new routes in the region (Senegal & Liberia
MARKETING OFFICER/SENIOR MARKETING OFFICER/ACTING MANAGER
ROUTE MANAGEMENT, ETHIOPIAN
08.1995 - 11.2003
- AIRLINES
- Aided senior leadership during executive decision-making process, generating data reports and analysis to improve operational efficiencies
- Conduct market studies to find opportunities for future operation
- Conduct surveys to determine passenger profile and measure customer satisfaction, analyze results and report to management
- Involved in the on-going route rationalization (Network Development) process
JUNIOR RESERVATIONS AGENT
ETHIOPIAN AIRLINES
01.1993 - 07.1995
- Telephone Selling, Flight Bookings, Pre - Flight Clearing
AGENT
AIRPORT CHECK, ETHIOPIAN AIRLINES
07.1991 - 07.1992
- Check – in, flight dispatch, passenger handling.
Education
BACHELOR OF ARTS - ECONOMICS
ADDIS ABABA UNIVERSITY
DIPOMA - AIRLINE SALES AND MARKETING
ETHIOPIAN AIRLINES TRAINING
Skills
Sales inventory operations planning (SIOP)
undefinedAccomplishments
- Account Management
- Understanding an Airlines Business
- Negotiation Skills
- Code of Business Conduct
- Airline Marketing
- My Recruitment for Hiring Managers
- Managing a Sales Team
- Objective Setting Workshop
- Etihad Account Management
- Management Effectiveness
- Data Privacy
- Safety Management System
- Presentation Skills
- Commercial Strategy
- Manager Journey (Team Management)
- Integrity in Action
- Quality Management System
- Emergency Response Awareness
Timeline
MANAGER SALES OPERATIONS
ETIHAD AIRWAYS
04.2011 - 04.2021
SENIOR OFFICER NETWORK SALES
QATAR AIRWAYS
06.2007 - 03.2011
DISTRICT SALES MANAGER
QATAR AIRWAYS
10.2006 - 05.2007
AREA MANAGER
ETHIOPIAN AIRLINES
12.2003 - 09.2006
MARKETING OFFICER/SENIOR MARKETING OFFICER/ACTING MANAGER
ROUTE MANAGEMENT, ETHIOPIAN
08.1995 - 11.2003
JUNIOR RESERVATIONS AGENT
ETHIOPIAN AIRLINES
01.1993 - 07.1995
AGENT
AIRPORT CHECK, ETHIOPIAN AIRLINES
07.1991 - 07.1992
BACHELOR OF ARTS - ECONOMICS
ADDIS ABABA UNIVERSITY
DIPOMA - AIRLINE SALES AND MARKETING
ETHIOPIAN AIRLINES TRAINING
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