PROFLIGHT ZAMBIA

JOB VACANCY

COMMERCIAL MANAGER

Location: Proflight Zambia HQ

Department: Commercial

Position: 01

Employment Type: 2 Year Contract

Reports To: Chief Executive Officer (CEO)

We are seeking a detail-oriented and proactive Commercial Manager to join our dynamic Commercial team. The Commercial Manager is responsible for executing the airline’s commercial strategy and driving revenue across all channels. Reporting to the CEO, this role leads day-to-day commercial operations including sales, marketing, pricing support, and distribution, while ensuring alignment with network performance and customer demand. This is a hands-on leadership role requiring both strategic input and operational delivery.

KEY RESPONSIBILITIES

• Develop and maintain a commercial strategy and budget in line with the company strategy and financial targets to drive passenger and revenue growth across all routes and markets.
• Monitor booking trends, load factors, and revenue performance; take corrective action through tactical pricing, promotions, and sales initiatives.
• Lead and manage all sales activity (trade, corporate, and direct); build and maintain strong relationships with travel agents, tour operators, and corporate clients.
• Set and monitor sales targets; identify new market opportunities and revenue streams.
• Oversee all marketing campaigns and brand activity; ensure effective use of digital channels, social media, and promotions aligned with route performance needs.
• Work closely with the CEO and the Exco Team on route planning and performance; analyse route profitability, demand trends, and competitor activity.
• Provide recommendations on frequency changes, route launches or suspensions, and seasonal adjustments.
• Oversee reservations and customer booking channels; ensure efficient and high-quality customer service.
• Optimise distribution channels including direct sales (website, call centre), travel trade, and GDS platforms.
• Support the CEO and the Exco Team in managing interline and codeshare agreements, as well as tourism and government partnerships.
• Track and report on key commercial KPIs: revenue, load factor, yield, and sales performance by channel.
• Support budgeting and forecasting processes and provide regular insights and recommendations to the CEO and the Exco Team.

DIRECT REPORTS:

• Sales
• Marketing
• Network Planning
• Reservations

KEY PERFORMANCE INDICATORS (KPIs)

• Achievement of revenue targets
• Load factor performance by route
• Sales growth (corporate, trade, direct)
• Campaign effectiveness (ROI)
• Route Performance improvement
• Customer booking experience and conversion rates

KEY WORKING RELATIONSHIPS

INTERNAL:

• CEO (Direct reporting)
• Finance Manager (Revenue reporting, Forecasting)
• Flight Operations &Ground Operations (Schedule alignment, Service delivery)
• People/Support Functions (Resourcing and systems)

EXTERNAL:

• Travel agents and Tour operators
• Corporate clients
• GDS and Distribution partners
• Tourism bodies and regulators

QUALIFICATIONS & EXPERIENCE

• Degree in Business, Marketing, Aviation, or related field.
• 5+ years’ experience in airline or travel industry commercial roles.
• Experience managing sales, marketing, or reservations functions.
• Exposure to regional or developing market aviation environments is highly advantageous.

SKILLS & ATTRIBUTES

• Strong commercial and revenue mindset.
• Ability to balance strategy with hands-on execution.
• Solid analytical skills (route performance, sales data, trends).
• Excellent relationship and negotiation skills.
• Leadership and team management capability.
• Good understanding of airline distribution and booking systems.
• Proactive and results-driven with a customer-focused mindset.
• Commercially creative but data-led.
• Adaptable in a fast-moving operational environment.
• Strong communicator and team leader.
• Customer-focused mindset

WHAT WE OFFER

• Competitive salary
• Opportunities for career growth and professional development
• A dynamic and collaborative work environment

• Develop and maintain a commercial strategy and budget in line with the company strategy and financial targets to drive passenger and revenue growth across all routes and markets.
• Monitor booking trends, load factors, and revenue performance; take corrective action through tactical pricing, promotions, and sales initiatives.
• Lead and manage all sales activity (trade, corporate, and direct); build and maintain strong relationships with travel agents, tour operators, and corporate clients.
• Set and monitor sales targets; identify new market opportunities and revenue streams.
• Oversee all marketing campaigns and brand activity; ensure effective use of digital channels, social media, and promotions aligned with route performance needs.
• Work closely with the CEO and the Exco Team on route planning and performance; analyse route profitability, demand trends, and competitor activity.
• Provide recommendations on frequency changes, route launches or suspensions, and seasonal adjustments.
• Oversee reservations and customer booking channels; ensure efficient and high-quality customer service.
• Optimise distribution channels including direct sales (website, call centre), travel trade, and GDS platforms.
• Support the CEO and the Exco Team in managing interline and codeshare agreements, as well as tourism and government partnerships.
• Track and report on key commercial KPIs: revenue, load factor, yield, and sales performance by channel.
• Support budgeting and forecasting processes and provide regular insights and recommendations to the CEO and the Exco Team.

• Strong commercial and revenue mindset.
• Ability to balance strategy with hands-on execution.
• Solid analytical skills (route performance, sales data, trends).
• Excellent relationship and negotiation skills.
• Leadership and team management capability.
• Good understanding of airline distribution and booking systems.
• Proactive and results-driven with a customer-focused mindset.
• Commercially creative but data-led.
• Adaptable in a fast-moving operational environment.
• Strong communicator and team leader.
• Customer-focused mindset

• Degree in Business, Marketing, Aviation, or related field.
• 5+ years’ experience in airline or travel industry commercial roles.
• Experience managing sales, marketing, or reservations functions.
• Exposure to regional or developing market aviation environments is highly advantageous.