Manager B2B Products & Projects

Role overview

This role focuses on building, developing, and rolling out B2B products and programs within Etihad’s sales portfolio. The position ensures day-to-day sales program processes run smoothly while helping improve sales performance through a stronger range of products and programs that create real value for partners and customers. In parallel, the role leads multiple projects end-to-end, with accountability for successful delivery from initiation through planning, design, execution, monitoring, control, testing, deployment, and closure.

Key responsibilities

• Own the global net fare product portfolio and assess where it is being used, how successful it is, and whether it remains necessary across markets.
• Monitor net fare usage to prevent misuse that could weaken Etihad’s own commercial offering, and take corrective action when required.
• Design and launch products for targeted niche segments such as embassies, marine business, and students, with a view to generating additional revenue and supporting company priorities.
• Prepare sales support materials that help frontline teams promote products more effectively, including content for new destinations.
• Track B2B product performance, stay aligned with market teams and BDU teams, and identify opportunities to improve and evolve the offering.
• Build strong collaboration with frontline sales, revenue management, BDU teams, and other stakeholders to encourage positive engagement.
• Lead and oversee implementation and project management activities by reviewing Etihad’s requirements and business processes.
• Partner with senior management and cross-functional teams to keep project scope and direction aligned with timelines and objectives.
• Support the definition of project scope and goals while ensuring stakeholder involvement and technical feasibility.
• Evaluate project and program management practices, methods, and interdependencies between technology, operations, and business requirements.
• Develop detailed estimates and project plans for all phases of delivery.
• Track and report project success measures, key metrics, testing outcomes, and deployment activities.
• Solve problems in a practical and analytical way while demonstrating teamwork, innovation, and high standards of execution.
• Provide clear progress updates on milestones, deliverables, dependencies, risks, and issues to leadership.
• Ensure all projects and programs stay within agreed scope, schedule, budget, and quality expectations.
• Maintain complete and well-organized project documentation.
• Follow all Etihad policies and procedures, including requirements related to Security, HR, Operations, and Legal.

Requirements

• A university degree in a relevant discipline is required.
• At least 7 years of work experience in a related field is needed.
• Sales experience, or experience supporting a field sales organization, is mandatory.
• Strong teamwork skills with good cultural awareness and understanding are essential.
• Solid commercial knowledge and a strong understanding of revenue-related topics are required.
• Sound knowledge of the core principles behind sales products and programs is expected.
• The ability to work well with others while also working independently is important.
• A customer-focused approach and strong problem-solving ability are necessary.
• Familiarity with pricing structures, legal agreements, and sales policies is considered an advantage.
• Strong analytical capability, including the ability to interpret performance data clearly in speaking and writing, is required.
• Advanced Excel proficiency is required.
• Advanced Microsoft Project skills are preferred.

About Etihad

Etihad Airways is more than the UAE’s national airline. From its Abu Dhabi hub, the airline connects communities and cultures across the globe while pursuing its Journey 2030 ambition to double its fleet, grow its network, and develop its people for a new era of excellence.

Recruitment notice

Etihad warns applicants to be cautious of fake job offers from people or groups claiming to represent the company. Etihad will not request personal information, bank details, or payment during recruitment. Interviews are conducted in person or by video/telephone before any formal offer is made. Any request for money should be treated as fraudulent.