Job Description

Job description – Associate Director / Director Business development (Digital Marketplaces)About IndiGo:

IndiGo is India’s largest passenger airline with a market share of 57.9% as of May 2022. We primarily operate in India’s domestic air travel market as a low-cost carrier with focus on our three pillars – offering low fares, being on-time and delivering a courteous and hassle-free experience. Since our inception in August 2006, we have grown from a carrier with one plane to a fleet of 283 aircraft today covering 99 destinations.

We are now embarking on a new Digital journey and are looking for dynamic personalities with an entrepreneurial mindset who would love to try and build new things from scratch and are passionate about solving real world customer problems with an attitude to not rest till the job is done. The desired candidate shall be a key contributor to the new digital business growth charter developed under IndiGo Digital department.

About the role:

Candidate will have an end-to-end responsibility of building an partnership ecosystem which shall power IndiGo digital’s vision and drive business growth. Candidate would also be responsible to steer strategic deal making to drive new revenue streams. The Candidate’s role is to bring in the relevant availability, curate best offers and deals for members, design targeted promotions, and keep a close eye on overall growth in conversions for the digital marketplaces along with profitability.

Candidate also need to anticipate customer needs and work closely with the internal stakeholders to mitigate product offering gaps through launch of relevant catalogues, SKUs, deals and offers and drive a major change or enhancement for customer experience influencing category needs based on their knowledge of competitive trends in the marketplace and other macro environment data.

Key Responsibilities:

1. Building Partnership Ecosystem:

• Proactively Scope the market for new business and/or network opportunities
• Own all key new initiatives from inception to launch (such key new initiatives could include opportunities out of new partnerships and networks or new products)
• Conduct pre-screening and evaluation of ecosystem networks and partners
• Work to detail out these opportunities, identify costs and risks, secure necessary approvals
• Work with leadership to implement identified new initiatives through organizational processes
• Co-ordinate with all stakeholders to ensure all new initiatives are delivered as per deadlines
• In partnership with the Leadership, manage internal and external relationships pertaining to these new initiatives and work.
• Own and monitor the project management of new initiatives; identify and highlight risks to delivery and work towards resolution of the same

2. New Business Strategy:

• Developing strategy for expanding our offerings to our customers
• Research adjacent market opportunities to accelerate growth through new product launches and drive incremental revenue for the company
• Identify potential partnership opportunities to bolster existing offerings or accelerate new growth opportunities

3. Key Account management:

• Manage core partnerships powering the digital ecosystem
• Build, Lead and Drive deep engagement plans with partners to drive incremental sales, revenue and share shifts
• Work on plans to enhance Revenue as well as Conversions on the assigned marketplace platform and improve market share in respective category
• Stay on top of changing trends and strategic priorities through in-depth data analysis as well as partner feedback to predict customer behaviour and co-create and curate high impact offerings

4. Revenue and Monetization:

• Develop and track a short-term and long-term plan for business growth in Digital marketplaces
• Build, Design and Lead the foundational activities needed for data monetisation and drive incremental revenue to the company
• Lead productization ideas to drive engagement and monetisation viz new partnerships and existing partner ecosystem

5. Merchandising & Campaign management:

• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
• Own both creation and execution of promotions calendar alongside marketing teams including special occasions (Diwali, World Cup, etc.)
• Develop and execute plans to showcase the right products – Identify cross-selling and upselling opportunities
• Co-create offers and promotions to drive portfolio mix and achieve strategic goals with partners
• Build and manage offers & discounts for such campaigns and identify opportunities for giving customers value through intelligent and curated value offerings.
• Work with marketing to identify the best RoI initiatives to build awareness and encourage trial across channels – SEM, SEO, Social etc.
• Work closely with marketing team to reduce SEM costs while increasing conversions of website visits to orders

Skills, Qualifications & Experience:

-         Skills you bring on the table

• Relationship & Account management
• Portfolio management & driving Growth
• Data analysis & reporting
• Negotiations
• Strategic bent of mind and a go getter
• MBA from a premier Institute or Equivalent
• Experience in E-Commerce Strategic Partnerships, Key Account Management, Category Management roles will be preferred
• Exposure to Product Management or Digital marketing, Loyalty roles will be a great plus
• Knowledge of Adobe analytics, Omniture or online funnel management tools is preferred
• Must have prior experience in handling large & multiple accounts

What’s in it for your:

Our focus has always been on delivering a courteous and hassle-free experience. Come join us and be a part of an exciting Digital team and lay foundation to take IndiGo global and make it a habit. If fast-pace work environment, learning opportunities and solving real world customer problems excite you, then here is your chance to give wings to your dreams.

Skills Required

• Negotiations