Regional Commercial Manager (East Africa)

Description (Public)

RwandAir is seeking a Regional Commercial Manager to provide strategic commercial leadership and operational oversight across assigned markets within the East Africa region. The role is responsible for driving regional performance, strengthening trade partnerships, and ensuring consistent execution of the airline’s commercial priorities. The successful candidate will also serve as the lead Commercial Manager for their base market, directly overseeing local performance and stakeholder engagement.

Duties, Roles and Responsibilities

Key Duties and Responsibilities:Strategic Duties

Develop and execute the regional commercial strategy aligned with RwandAir’s global sales, revenue, and network objectives.
Analyze regional performance trends, customer demand patterns, competitor activity, and economic developments to recommend strategic commercial interventions.
Identify growth opportunities across the region including corporate penetration, trade expansion, partnerships, network support opportunities, and market recovery initiatives.
Provide strategic input into pricing competitiveness, market stimulation initiatives, route sustainability, and commercial resource allocation across the region.
Serve as the primary commercial representative for RwandAir within the base market, maintaining key relationships with government entities, airport authorities, tourism bodies, corporates, trade partners, and aviation stakeholders.
Ensure the base market serves as a benchmark for commercial execution, policy compliance, reporting discipline, and operational coordination across the region.
Build and maintain strategic relationships with aviation authorities, airport operators, government institutions, tourism boards, and key commercial stakeholders across the region.
Represent RwandAir in regional aviation forums, commercial negotiations, trade events, and stakeholder engagements.
Strengthen the airline’s commercial positioning and brand visibility through strategic partnerships and collaborative initiatives.
Support successful execution of route launches, frequency changes, market recoveries, and network expansion initiatives within the region.
Consolidate regional performance reports, forecasts, market intelligence, recovery plans, and strategic recommendations for executive leadership.
Lead regional commercial reviews, performance forums, and strategic planning sessions with country leadership teams.
Ensure timely escalation of commercial risks, operational concerns, regulatory issues, or market threats affecting regional performance.

Operational

Drive achievement of regional revenue, yield, load factor, market share, and profitability targets across all assigned markets.
Monitor route and POS performance across the region and drive recovery actions for underperforming markets.
Directly oversee and manage the commercial performance of the base market where the Regional Manager is stationed.
Lead local market sales initiatives, corporate engagement, trade development, and promotional activities within the base country while simultaneously overseeing wider regional performance.
Support and guide Commercial Managers across the region through coaching, performance monitoring, and implementation of corrective action plans where required.
Drive accountability and performance discipline across all stations through structured business reviews, target tracking, and recovery planning.
Oversee regional trade, corporate, and distribution strategies to maximize revenue generation and market penetration.
Ensure effective management and performance oversight of GSAs, PSAs, travel agencies, OTAs, and corporate accounts across the region.
Monitor distribution channel performance including agency productivity, direct sales penetration, digital channel contribution, and NDC adoption.
Ensure effective implementation of pricing, incentive, commission, and trade engagement strategies within the region.
Support implementation of tactical promotions, sales campaigns, and regional activation programs aligned with commercial objectives.