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             Routes                                                                                                          ubm

Airline Relations Manager - Closing Date 13th March 2015.  To apply please send CV and Covering letter to Claire Woolstencroft - Head of HR

Location - Manchester, UK

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Airline Relations Manager



REPORTS TO (Job title)

Head of Airline Relations



To develop and strengthen airline attendance across all Routes Events and develop airline usage of Routesonline and Route Exchange. This is an important role in helping maintain the high standards set in keeping Routes as the number one event in route planning. The role will focus on business development and managing existing airline accounts, whilst developing new airline attendance and presence across the Routes brand.




  • To identify carriers and key decision makers from airlines on a global basis to attend Routes Events.
  • To maintain the high standards set in successfully attracting the World’s major carriers to Routes events.
  • To source and deliver airline briefings at all regional and World Routes events.
  • To account manage a large number of carriers on a global basis and develop their participation at Routes and solidify the event as a “must attend” event for airlines.
  • To meet airlines and to present Routes and wider UBM products to Senior Airline Personnel.
  • To use data to help establish targets for Routes Events.
  • To encourage airlines to issue Request for Proposals via Route Exchange.
  • To assist the Head of Airline Relations in developing a comprehensive GAP analysis to assist the wider team.
  • To deliver demonstrations of Routesonline and Route Exchange to airline personnel.
  • To assist wider parts of the Routes team by inputting knowledge of airline strategies into other areas of the business.
  • To sell chalets to airlines at Routes events.
  • To monitor competitive events and feed into team meetings.
  • To maintain and develop airline database using Maximiser
  • To maintain and develop airline Route Exchange profiles on
  • To develop and maintain relationships with Industry Associations and share this with the wider team
  • To ensure a Code of Conduct is issued and agreed by airlines where Routes’ support is provided.

All Employees

  • To comply with Company policies and procedures
  • To carry out any reasonable project work / ad hoc task as requested by line management
  • To attend training as required




This section stipulates the knowledge, skill and experience required for this role in relation to the Company’s competence framework.  Please note not all competence areas will be relevant for all roles.


Business Minded - Understanding the relationship between the Company’s goals and vision and how these impact on individual roles and the overall fit within the company

  • Preferably educated to degree standard
  • Experience and understanding of the airline network planning process and understanding of airline strategies and focus market would be preferable
  • PC, Microsoft and web literate
  • Able to interpret traffic data and use for sales purposes.
  • Display the ability to value team members diversity and promote working in a socially responsible way
  • Able to react positively to organisational and market changes


Full Of Integrity - Rational and reliable style considering the needs and impact on others.

  • Ideally an outward facing individual this person needs to be able to communicate and engage with existing and new customer communities during the product life cycle with discretion and confidence as required.
  • Able to demonstrate strong communication and professionalism towards other departments is vital.
  • Able to use independent judgement within defined and established sales parameters
  • Experience of participating in budget and planning sessions
  • Able to sustain performance under pressure
  • Experience of making day to day business sales decisions
  • Must be able to quickly qualify opportunities and ask the right questions to seek out value propositions that will be of interest to target clients.
  • The discipline of delivery of required outputs on time is essential and therefore effective product and time management need to be understood alongside a changing range of priorities in the organisation.


Initiator - Developing and implementing creative solutions to deliver the business goals.

  • Able to thrive in a dynamic high growth environment which demands strategic judgment and decision making
  • Able to drive sales in a challenging environment and create a positive

     environment for other members of staff

  •  Be able to lead events and be left to work independently on important


  • Able to conceive to adapt to new products/workflows
  • Able to liaise with others and where necessary train them to deliver the business objective
  • Able to embrace new challenges


Impactful - Effective influencing through communication, individual style and knowledge.

  • Proven track record of persuasive communications and sales
  • Deliver airline sales on a global scale driving the company sales forward.
  • Excellent communicator and team player with the confidence to assess and take appropriate risks
  • Be able to plan, organise self and meet agreed work deadlines
  • Fluent written and spoken English
  • High level of accuracy and attention to detail



Relationship Smart - Building excellent internal and external relationships, understanding personal impact on others.

  • Strong working relationship with other divisions within UBM
  • Able to develop relationships with and maintain contact with airlines on a global scale.
  • Able to attend overseas industry events and headquarter meetings with senior people.
  • Able to work effectively alone and as part of a team.
  • Clearly inform the  relevant parties/management of work in progress together with any difficulties, in good time
  • Must be able to quickly develop a relationship based on mutual trust and respect with clients
  • Must be a team player with the confidence to assess and take appropriate risks



Nimble – Demonstrates logic and flexibility whilst thinking “outside the box” to deliver the desired outcome.

  • Able to expand skill-sets and demonstrate a flexible approach to tasks in order to meet ever changing priorities  
  • Able to effectively use relevant tools in the decision making process
  • Able to maintain quality, even when working to tight deadlines
  • Able to assimilate new information quickly



Talent Builder – Maximising the abilities of team members to stretch and develop them whilst maintaining motivation and delivering results.


  • Not applicable