Manager, Government Sales

ACCOUNTABILITIES

Responsible for developing, growing and managing AirBorneo's portfolio of Government, Ministry, statutory body, Government-Linked Company (GLC) and Government-Linked Investment Company (GLIC) accounts on the JET network — covering domestic trunk and short-haul international sectors operated by AirBorneo's jet fleet. The role is accountable for delivering the jet-network revenue contribution from the institutional segment, securing and renewing whole-of-government and ministrylevel travel agreements, and acting as AirBorneo's single commercial point of contact to Federal and State Government travel decision-makers for the jet product.

This role does NOT cover State-Government RAS contract subsidies, ATR-route community travel, PSO-route social fares or any other commercial matter relating to the turbo-prop fleet. All such matters are owned by the Senior Manager, RAS & PSO Sales (Mr. Chali Awang) and shall be routed to that office. Where a Government customer (e.g., Sabah State Government) consumes both jet and ATR products, this role manages only the jet-leg portion of the relationship and coordinates with the RAS & PSO Sales team to present a single, joined-up AirBorneo face to the customer. 

MINIMUM QUALIFICATION

1. Diploma in Business Administration, Public Administration, Marketing, Aviation Management, Economics or related discipline.
2. Minimum 5 years of experience in airline sales, B2G (business-to-government) sales, government affairs, corporate account management or institutional business development, of which at least 2 years in a managerial capacity.
3. Proven track record of delivering revenue from Federal Government, State Government, statutory bodies, GLCs and/or GLICs — preferably in airline, hospitality, telecommunications, IT services or other corporate-procurement-driven sectors.
4. Working knowledge of Malaysian government procurement processes, including Treasury Circulars (Pekeliling Perbendaharaan), eP (ePerolehan), MOF panel registration, and the procurement frameworks operated by major GLCs.
5. Strong negotiation, presentation, proposal-writing and stakeholder-management skills, with the ability to engage credibly at Senior Director, KSU and Permanent Secretary level.
6. Familiarity with GDS platforms (Amadeus / Sabre / Travelport) and corporate self-booking tool integration is an advantage.
7. Working knowledge of IATA fare construction rules, BSP procedures, and corporate fare-product configuration.
8. Proficiency in English and Bahasa Malaysia (both spoken and written, including formal correspondence to Government addressees); Mandarin is an added advantage.

RESPONSIBILITIES

1. Proficiency in English and Bahasa Malaysia (both spoken and written, including formal correspondence to Government addressees); Mandarin is an added advantage.
2. Negotiate, execute and manage Government and institutional travel agreements covering jet routes — including Memoranda of Understanding (MoU), preferential fare contracts, rebate structures, last-seat-availability and waiver-and-favours arrangements — within Revenue Management-approved guidelines.
3. Maintain a CRM-managed pipeline of active and prospect Government, statutory and GLC accounts; produce monthly and quarterly account-revenue performance reports for the Senior Manager, Commercial Sales.
4. Conduct quarterly business reviews with key Government and GLC accounts to assess travel volumes, jet-network share, satisfaction levels and growth opportunities.
5. Coordinate with the Senior Manager, RAS & PSO Sales (and the Manager, Marketing & Brand Lead under that office) on Government accounts that consume both jet and ATR products, ensuring a single, joined-up commercial interface to the customer while preserving clear demarcation of revenue accountability.
6. Collaborate with the Head, Revenue Management & Pricing on Government-corporate fare construction for jet sectors, ensuring competitiveness against Malaysia Airlines, AirAsia and other carriers without compromising yield integrity.
7. Work with the Head, Digital Growth & Marketing on Government-portal e-procurement integration, dedicated Government micro-sites and corporate self-booking tool deployment for jet bookings.
8. Coordinate with the Senior Manager, Reservations & Ticketing on Government bookings, group bookings, ticket issuance, refunds and waivers in compliance with Treasury rules and the customer's internal procurement policy.
9. Represent AirBorneo at Government engagement sessions, MOT / MOTAC briefings, MOF panel meetings, statutory body events and inter-agency travel forums (jet-network agenda only).
10. Identify and pursue new institutional account opportunities in the public-university sector, statutory bodies, GLICs and the diplomatic community.
11. Manage outstanding Government credit accounts (where applicable) and liaise with Finance to ensure timely settlement of corporate billings within the customer's stipulated payment terms.
12. . Other duties as assigned by the Senior Manager, Commercial Sales.

AUTHORITY

1. Authorised to negotiate and recommend Government and institutional fare agreements within approved pricing thresholds for the jet network, subject to Revenue Management endorsement and Senior Manager, Commercial Sales approval.
2. Authorised to approve Government-account credit facilities for jet-network bookings within delegated financial limits.
3. Authorised to commit AirBorneo to participation in Government-organised travel initiatives, public events and procurement panels, subject to Commercial Division approval and within the jet-network mandate only.
4. NOT authorised to commit AirBorneo on RAS or PSO matters, State-Government RAS subsidy negotiations, ATR-route community fares, or any commercial matter relating to the turbo-prop fleet — such matters are to be referred without delay to the Senior Manager, RAS & PSO Sales.

DELEGATION OF DUTIES

In the absence of the Manager, Government Sales, the Senior Manager, Commercial Sales shall assume oversight of all Government and institutional account activities. A designated Senior Executive within the Government Sales team may be assigned as acting focal point for day-to-day client communications. RAS / PSO-related matters that arise during the absence shall be routed to the Senior Manager, RAS & PSO Sales without delay.