Manager Sales Steering

Goals

The Manager Sales Steering optimizes the Lufthansa (LHG) market position by identifying and defining commercial courses of action, thereby improving revenue development of LHG carriers, JV partners, Discover, and Eurowings. She/he adapts and implements the global sales strategy locally and initiates action plans in local markets. She/he unlocks new revenue potential in the B2B and B2C segments through project-based identification, assessment and implementation of cross-functional measures, including (where applicable) leading functional working groups. She/he represents the assigned markets and takes an active role in defining market requirements in direct exchange with central commercial departments, and in evaluating and implementing existing and new local partnerships. The Manager Sales Steering also supports the Area VP and GMs in all performance management related matters and acts as the deputy of the Head of Sales Steering.

Tasks

• Develop and implement cross-market sales strategies to strengthen the market position of Lufthansa Group hub airlines and align local execution with Group and JV priorities.
• Drive revenue growth by identifying commercial opportunities and translating market insights into targeted action plans for local markets, channels, and customer segments.
• Analyze market, competition, and performance data to identify threats, opportunities, and optimization potential across revenue, incentives, and channel performance.
• Lead and coordinate strategic commercial initiatives and cross-functional working groups to deliver sales-related transformation and implementation projects.
• Represent assigned markets in discussions with central commercial departments and contribute local market requirements to network, partnership, and commercial planning decisions.
• Implement and steer distribution strategy initiatives, including NDC rollout and related incentive models, to accelerate digital retailing and channel shift.
• Manage local revenue and incentive steering by monitoring commercial KPIs, optimizing budget allocation, and improving return on investment across sales activities.
• Prepare and evaluate contracting, incentive, and exception proposals in close collaboration with sales teams and account management to ensure effective resource utilization.
• Develop market-specific sales roadmaps for strategic initiatives such as ancillaries, sustainability products, and other commercial growth levers.
• Support senior management with strategic and tactical discussions, including preparation of decision frameworks, recommendations, and commercial steering proposals.

Your Profile

The ideal candidate should meet the following requirements:

• University degree, preferably a Master’s Degree in Business Administration or a comparable field
• Minimum 5 years of relevant professional experience in a commercial function, such as network management, revenue management, distribution, or alliances.
• Good knowledge of relevant technologies, digitalization, and the broader industry landscape
• Knowledge of current trends and technologies in the field of sustainability is desirable
• Strong knowledge of B2B customer segments, distribution channels, products, and programs
• Proficient in English both written and spoken
• Good computer skills, including proficiency in Microsoft Office Suite and Tableau
• Strong analytical, strategic thinking, and problem-solving skills, with the ability to derive data-driven insights and improvement measures
• Strong communication, negotiation, and customer-orientation skills
• Demonstrated initiative, independence, adaptability, flexibility, and commitment
• Strong interpersonal, intercultural, and teamwork skills, combined with a high degree of professionalism and reliability
• Ability to work effectively under pressure and manage multiple priorities
• Willingness to travel as per business requirement

If this is you, please send us your detailed resume, including your current and expected remuneration. We regret only shortlisted candidates will be notified.

About Deutsche Lufthansa AG

The Lufthansa Group is an aviation group with operations worldwide. As the biggest airline group by revenue, it plays the leading role in its European home market. With 100.000 employees, the Lufthansa Group generated revenue of EUR 39,597m in the financial year 2025. The Lufthansa Group consists of the business segments Passenger Airlines, Logistics, MRO and Additional Businesses and Group Functions.

www.lufthansa.com