Senior Manager, Commercial Sales

ACCOUNTABILITIES

Responsible for the strategic leadership and overall commercial performance of AirBorneo’s Commercial Sales sub-department, which is dedicated exclusively to revenue generation from the JET network-comprising domestic trunk and short-haul international routes operated by AirBorneo’s jet fleet. The Senior Manager is accountable for delivering jet-network sales revenue targets across the Government, Agency and Corporate channels, building and protecting AirBorneo’s institutional and trade relationships for the jet product, and developing a high-performing team of three Managers. 

This role is distinct and operationally separate from the Senior Manager, RAS & PSO Sales sub-department (which is accountable for the turboprop fleet revenue covering Rural Air Services and Public Service Obligation routes in Sabah, Sarawak and Labuan). The two Senior Managers are commercial 

peers under the Head, Sales & Distribution; each owns their respective revenue line, customer segments, fare frameworks, stakeholders and KPIs without overlap. Where a single customer (e.g., a State Government) consumes both jet and ATR services, accountability is split by aircraft type — the jet-leg revenue sits with Commercial Sales and the ATR-leg revenue sits with RAS & PSO Sales — with formal handover protocols agreed between the two Senior Managers.

MINIMUM QUALIFICATION

1. Bachelor's Degree in Business Administration, Aviation Management, Marketing, Economics or a related discipline. A Master's degree or MBA is an advantage.
2. Minimum 8 years of progressive experience in airline or full-service-carrier commercial sales roles, of which at least 4 years in a managerial or leadership capacity.
3. Demonstrable track record of delivering jet-network commercial revenue across Government, Corporate and Agency segments, ideally on both domestic trunk and short-haul international routes.
4. Strong commercial acumen with demonstrated experience in fare strategy, revenue management collaboration, distribution channel mix optimisation and ancillary revenue uplift on a jet product.
5. Experience leading and managing a team of Manager-level direct reports in distinct specialisations.
6. Working knowledge of GDS platforms (Amadeus / Sabre / Travelport), BSP processes, IATA Resolution 890 / 850 / 824 (agency accreditation, sales reporting, ticketing), corporate self-booking tools and commission/override scheme design.
7. Excellent leadership, stakeholder management, negotiation, presentation and written communication skills, with the gravitas to engage at C-suite, Permanent Secretary and Head of-Procurement level.
8. Proficiency in English and Bahasa Malaysia; additional languages (Mandarin, Cantonese) are an advantage given the corporate and agency profile of the Borneo and ASEAN markets.

RESPONSIBILITIES

1. Provide strategic leadership and direction for the Commercial Sales sub-department covering only the jet network (domestic and international); set annual revenue targets, departmental objectives and key performance indicators for the three Manager-level direct reports.
2. Lead, coach and develop the team of three Managers — Manager Government Sales, Manager Agency Sales and Manager Corporate Sales — ensuring clear demarcation of remit and constructive collaboration between them on shared accounts.
3. Develop and execute the jet-network sales strategy in alignment with AirBorneo's commercial plan, network development and fleet-build trajectory (3 ACMI jets from 1 July 2026 progressing to 7 dry-leased jets from H2 2027).
4. Deliver the assigned annual revenue contribution from the jet network across Government, Corporate and Agency channels; maintain a single, consolidated jet-channel sales pipeline and forecast.
5. Work closely with the Senior Manager, RAS & PSO Sales to maintain a clear demarcation of accountability between jet and turbo-prop revenue, and to ensure customers consuming both products experience a seamless, joined-up commercial interface from AirBorneo.
6. Collaborate with the Head, Revenue Management & Pricing on jet-network fare construction, dynamic pricing strategies, RBD inventory management and yield protection on high-demand jet sectors.
7. Collaborate with the Head, Digital Growth & Marketing on direct-channel growth strategies for the jet product, including B2B portals, corporate self-booking tool integration, OTA/metasearch presence and trade campaign support. 
8. Coordinate with the Senior Manager, Reservations & Ticketing on jet-product fare filing, ticketing rules, group booking handling and trade-channel servicing.
9. Lead AirBorneo's senior-level engagement on the jet product with Federal ministries (MOT, MOF, MOTAC), GLCs and GLICs at HQ level (Kuala Lumpur and Putrajaya), large multinational corporates and major Travel Management Companies (TMCs).
10. Represent AirBorneo at IATA Passenger Agency Conference (PAConf) regional and national meetings, BSP Malaysia trade forums, and corporate travel industry events relevant to the jet network.
11. Prepare and present sub-department performance reports, quarterly business reviews, budget proposals and strategic plans to the Head, Sales & Distribution.
12. Monitor competitor jet-network commercial strategies (Malaysia Airlines, AirAsia, Batik Air, Scoot, etc.) and adapt AirBorneo's commercial response, including counter-offers, fare matching and channel incentivisation.
13. Manage the sub-department's operational budget, including incentive and override scheme expenditure, agency commission accruals, sales travel and entertainment, and headcount-related costs.
14. Ensure all commercial activities of the sub-department comply with AirBorneo's anti-bribery & corruption (ABAC) policy, competition law, Personal Data Protection Act and applicable IATA standards.
15. Other duties as assigned by the Head, Sales & Distribution.

AUTHORITY

1. Authorised to approve corporate fare agreements, agency override schemes, government MoUs and large-account commercial proposals on the jet network within delegated commercial limits set by the Head, Sales & Distribution.
2. Authorised to allocate and re-prioritise sales territories, account assignments and key-account ownership among the three direct reports.
3. Authorised to approve sub-department expenditure within assigned budget authority, including trade events, account-acquisition trips and customer entertainment.
4. Authorised to approve staff leave, overtime, performance ratings and salary increment recommendations for direct reports and their teams.
5. Authorised to recommend new hires, promotions, transfers and disciplinary actions within the Commercial Sales sub-department, subject to HR and management approval.
6. Authorised to represent AirBorneo commercially at senior external meetings, industry forums and bilateral engagements within the scope of jet-network commercial sales.
7. NOT authorised to commit AirBorneo on RAS or PSO matters, ATR-route fares, StateGovernment RAS subsidy negotiations or any commercial matter falling within the remit of the Senior Manager, RAS & PSO Sales — such matters are to be referred without delay to that office.

DELEGATION OF DUTIES

In the absence of the Senior Manager, Commercial Sales, the Head, Sales & Distribution shall assume oversight of the sub-department. One of the three Managers (Government, Agency or Corporate Sales) may be designated by the Head, Sales & Distribution as Acting Senior Manager for day-to-day operational decisions, with all material commercial commitments (fare agreements, override scheme changes, MoU signing) escalated to the Head, Sales & Distribution. RAS & PSO Sales matters that require commercial input must continue to be routed to the Senior Manager, RAS & PSO Sales and shall NOT be acted upon by the Acting Senior Manager.