Chief Commercial Officer

Job description

Job Summary: The Chief Commercial Officer (CCO) is accountable for converting UNACL’s network, capacity and brand into sustainable and profitable revenue growth. The role provides enterprise leadership for revenue management, pricing, network planning and scheduling, commercial systems, passenger sales and distribution, marketing and public relations, and cargo and logistics. The CCO develops and executes the UNACL's commercial strategy, balances market growth with yield and cost discipline, and ensures that commercial decisions support safe, reliable operations and the Company's strategic and financial objectives. Key Duties and Responsibilities: Commercial strategy and enterprise leadershipLead the development, approval and execution of the airline's commercial strategy, annual commercial plan and medium-term growth priorities.Translate corporate strategy into clear revenue, network, market, product, distribution, cargo and brand objectives, with accountable owners, budgets and delivery milestones.Advise the Chief Executive Officer and Board on commercial performance, market opportunities, investment choices, route economics and material commercial risks.Chair commercial performance reviews and ensure timely corrective action where revenue, yield, load factor, sales, cargo or route contribution falls below plan.Revenue management, pricing and partnershipsProvide executive oversight of demand forecasting, inventory control, fare structures, pricing, ATPCO filing, revenue integrity and commercial performance optimization.Set policies and controls that maximize passenger revenue and network contribution while protecting inventory and reducing revenue leakage.Direct the assessment, negotiation and performance management of interline, codeshare and other airline commercial partnerships.Ensure pricing, inventory and promotional decisions are supported by reliable data, market intelligence and disciplined post-implementation review.Network planning and schedulingLead the development of commercially sound network plans and schedules aligned with fleet availability, operational capability, slots, traffic rights and customer demand.Approve route business cases and recommend launch, frequency change, seasonal adjustment, suspension or exit of routes based on strategic fit and credible financial analysis.Ensure continuous evaluation of route profitability, connectivity, market share, competitor activity and network contribution.Coordinate closely with Operations, Finance and Corporate Planning so that network decisions are executable, affordable and aligned with the Company's approved plan.Sales, distribution and customer channelsLead global sales strategy across Uganda, outstations, travel agencies, corporate accounts, government, digital channels, call centre, ticketing and reservations.Set market, channel and account targets; establish commercial terms, sales incentives and agency policies that improve net contribution and payment discipline.Expand access to Uganda Airlines' products through appropriate direct and indirect distribution channels while controlling distribution costs and commercial risk.Ensure country and station commercial teams deliver consistent sales execution, service standards, reporting and market development.Commercial systems and digital commerceProvide executive ownership of commercial platforms supporting reservations, inventory, ticketing, distribution, digital commerce, customer engagement, sales reporting and related data exchanges.Sponsor the commercial systems roadmap, ensuring business requirements, investment priorities, vendor performance, data quality, resilience, access controls and regulatory obligations are effectively managed.Promote automation and dependable commercial intelligence so that decisions are timely, evidence-based and traceable.Marketing, brand, communications and productDirect brand strategy, marketing, advertising, public relations, corporate communications, digital and social media, e-commerce content and multimedia production.Ensure campaigns and promotions are commercially justified, consistent with the Uganda Airlines brand, measurable and coordinated with revenue management and sales.Lead customer proposition and product development, ensuring that products reflect target-market needs, competitive positioning and the airline's service promise.Protect the Company's reputation through accurate, timely and coordinated commercial and public communication.Cargo and logisticsProvide strategic oversight of cargo revenue and pricing, cargo sales, reservations, standards, operations, unit load device control, special products and logistics coordination.Develop profitable cargo markets and partnerships, optimise belly and dedicated cargo capacity, and ensure cargo products meet applicable operational, safety, security and regulatory requirements.Monitor cargo yield, tonnage, load factor, route contribution, service quality and claims, and require corrective action where performance is below target.Financial, governance and risk managementOwn the commercial budget and revenue plan, ensuring prudent expenditure, accurate forecasting and measurable return on commercial investments.Ensure commercial contracts, incentives, credit arrangements, commissions and partnerships follow approved procurement, legal, finance, risk and delegated-authority requirements.Maintain effective controls over revenue leakage, fraud, agency exposure, refunds, sales settlement, data integrity and commercial continuity.Ensure compliance with applicable aviation, competition, consumer protection, data protection, advertising, sanctions and other requirements in all served markets.People leadership and stakeholder managementBuild a capable, ethical and accountable commercial leadership team; set objectives, review performance, develop succession plans and address capability gaps.Promote collaboration across Commercial, Operations, Finance, Customer Services, Corporate Planning, People and Culture, Legal, Safety, Security and Information Technology.Represent Uganda Airlines with government agencies, regulators, airports, tourism bodies, industry associations, business partners, customers and other stakeholders.Foster a culture of service, commercial discipline, innovation, integrity and respect for safety and regulatoryDecision-making authorityRecommend commercial strategy, network changes, major partnerships, route investments and commercial budgets to the appropriate approving authority.Approve pricing, inventory, sales, distribution, marketing and cargo decisions within delegated authority, approved policies and budgets.Commit the Commercial Department to contracts or expenditure only within the Company's delegation of authority and approved procurement framework.Direct corrective commercial action and reallocate approved resources where necessary to protect revenue, contribution and brand reputation. Qualifications, Skills and Experience: Bachelor’s degree in Business Administration, Commerce, Economics, Marketing, Finance, Aviation Management, Engineering or another relevant discipline from a recognized institution or the equivalent in Airline Commercial experience.A master's degree in Business Administration, Commerce, Economics, Marketing, Finance, Aviation Management, Engineering or another relevant discipline from a recognized institution or the equivalent in Commercial Airline working experience of ten (10) years.Professional training or certification in airline commercial management, revenue management, network planning, sales, marketing, finance or leadership is a MUST.At least twelve (12) years of progressively responsible commercial experience, including at least ten (10) years in a senior leadership role with substantial accountability for revenue, budgets and people.Demonstrated airline commercial experience in a full-service network carrier, with substantial exposure across several of the following areas: revenue management, revenue integrity, fare filing and dynamic pricing, network planning, airline scheduling, sales and distribution, digital commerce, marketing, airline partnerships, commercial systems, or cargo.Proven record of developing commercial strategy, improving revenue and contribution, leading cross-functional change, and presenting high-quality recommendations to executive leadership or a Board.Experience working across multiple markets and with regulators, airports, distribution partners, travel trade, corporate customers and other aviation stakeholders.Must be 45 years and above.Knowledge, skills and competenciesCommercial judgement and financial acumenStrategic leadership and executionAirline economics, route and network analysisRevenue management, pricing and inventory principlesSales, distribution and digital-commerce managementMarketing, brand and customer proposition managementCargo commercial and logistics understandingData interpretation, forecasting and performance managementNegotiation, contracting and partnership managementGovernance, risk awareness and ethical judgementClear Board-level communication and stakeholder influencePeople leadership, coaching and succession developmentDecisiveness under pressure and accountability for results

Requirements

postgraduate degree 144