Sales Manager - Scotland in Glasgow

Responsibilities

• Support the Sales function in delivering regional revenue targets by managing assigned sales territories and trade/corporate relationships.
• Execute regional sales plans and tactical initiatives, identify opportunities to grow revenue and market share, and act as a key link between the field sales team and management.
• Lead, motivate and develop the assigned sales team to ensure high-quality account management, strong trade engagement, and consistent representation of Emirates’ brand and commercial interests across multiple sales channels.
• Manage sales activities within assigned territories to achieve revenue targets in line with regional commercial objectives.
• Execute sales initiatives, monitor account performance, and identify opportunities to drive incremental revenue, market share growth, and yield optimisation.
• Build and maintain strong, productive relationships with Travel Agents, corporate clients, Travel Management Companies (TMCs), and key trade partners.
• Assume direct responsibility for selected strategic accounts, negotiate commercial terms within delegated authority, and ensure incentive agreements are targeted, compliant, and effective.
• Provide day-to-day leadership, coaching, and guidance to sales executives or account officers.
• Ensure consistent sales discipline, high standards of account management, achievement of individual targets, and identification of development and training needs.
• Monitor competitor activity, pricing strategies, market trends, and new developments, including distribution and digital channels.
• Provide timely insights and recommendations to support informed tactical and strategic decisions.
• Prepare territory sales plans, forecasts, and performance reports.
• Conduct regular reviews of sales results, account health, risks, and opportunities, ensuring corrective actions are identified, implemented, and tracked.
• Represent Emirates at local trade events, industry forums, and business networking activities to strengthen regional visibility.
• Maintain effective relationships with internal stakeholders such as airport teams, Contact Centres, and regional colleagues to support seamless commercial delivery.
• Monitor agent credit exposure using approved systems and escalate risks as required.
• Ensure all sales activities, incentive agreements, and commercial practices comply with company policies, audit requirements, and cost-of-sale guidelines.

Qualifications

• Degree or Honours (12+3 or equivalent) in Business Management, Marketing or related field.

Experience

• 8+ years experience in sales & marketing, preferably within Airline passenger sales, and at least 3 years at a management level.

Knowledge & Skills

• Strong communication and relationship-building capabilities.
• Account management and sales planning.
• Understanding of travel trade distribution and corporate sales.
• Analytical skills for interpreting sales reports and market data.
• Negotiation and influencing skills.
• Competence in CRM and sales tracking systems.

Additional Requirements

• You must have the right to live and work in UK; if you are applying from outside of the UK, please upload evidence with your application.
• This role will be based in Scotland.
• Internal staff can only apply if they have completed a minimum of 1 year of service with the Company in their current position.

Salary & Benefits

• Each November we like to reward our team with a contractual one-week salary bonus, and after five years we increase that to two weeks.
• Your health and wellbeing is really important to us, so we will also give you benefits such as staff travel from day one where you can use your annual leave (up to 26 days plus bank holidays) to explore our global route and hotel network.
• To make sure we are keeping you healthy, you will be given private health care and a health cash plan to look after yourself and many other benefits such as profit share, high street discounts and private healthcare.