I am looking to engage an experienced market research professional to respond to the RFP to set-up XYZ airline general sales force in Australasia:
In an effort to optimize its sales force coverage XYZ Airline has decided to organize its sales territories in Australia & NZ. Our objective is to align the Cargo Sales force, capitalizing on increased opportunities within our high demand lane segments and maximize revenue. This decision has been based on the following criteria:
Increased focus on outlying regions
Increased focus on Network & Strategic customer base
Customer segmentation goals
I want someone to prepare a project feasibility report for the Airline representation in the region, which will include market research using publicly available information & databases and also based on some background information provided by me. However you should not only depend only on me to provide you with all the information instead you must be willing to do your own research well and complete
You must not use any templates or business plan software, however, may use them for the financial projections, though and must do a proper research by yourself and expect very minimal info contribution from the employer. I believe that your strength is in a really personal approach to the business case and must always try to analysis the situation and develop a strong marketing strategy
Proposals should be prepared in a clear, straightforward manner and in accordance with the outline of the respective sections herein. Your proposal should describe how your company proposes to satisfy and support XYZ Airline specific requirements, including the following key points:
Company profile and background
Current sales representation in this/other markets
Overview of your company’s experience in conducting similar projects
Demonstrate an understanding of specific market characteristics
Presentation of creative strategies to market and sell XYZ in Australia
Outline of expected staffing requirements, including internal support and automation capabilities
Outline of a creative remuneration structure to support significant revenue growth for XYZ in Australia
Care should be exercised to present only realistic, attainable commitments in your proposal
Sales responsibility for Australia including the production of regular Cargo Sales Returns and Sales Reports
Full coverage of all Strategic Partners of XYZ and as well all Key and Local Accounts in the Territory
Aggressive sales techniques to meet and exceed estimated annual sales plan for the first year of TBA, that includes revenue, contribution and target products
Liaise between XYZ headquarters and local customer base(s)
Full reservations responsibility for Australia utilizing XYZ’s in-house Cargo Management System, Abacus.
Office hours - to include details of how you are contacted out-of-hours should the need arise, to fully demonstrate dedication
Qualification: preferably with sound business sense (MBA?), understanding of Airline cargo business experience in preparing project feasibility reports/ business proposals
(1) Project feasibility report and a though roughly researched business plan. This must not be produced by any software based on any question and answer model like – Business Pro software instead it must be though roughly researched and well documented facts & figures of the local/regional market and must make business sense (this not a thesis for any academic results).
(2) Power point presentation (about 15 slides). Presentations should take into consideration high-yield sales opportunities. Presentations should also clearly outline how your company will be staffed, along with full sales & marketing plans.
Time: 10 days and to 5 days for the first drafts
Who can help?