Description
Sales
Our Sales team is the largest revenue-generation department at United. They work closely with travel agencies, United travel departments, and corporate clients.
Job overview and responsibilities
Manages a geographic portfolio of mid to large corporate accounts. Responsible for responding to RFPs, negotiating discount agreements and managing program performance. Primary focus to increase revenue, share and maximize program profitability through analysis, creation and implementation of Sales programs and new business development, ongoing account management and resolution of customer issues. Demonstrates understanding of the customer’s travel patterns, key influencer priorities and travel management practices. Uses consultative selling and leadership accessibility to build strong, “trust based” relationships within client hierarchy to establish United as a critical strategic business partner. Works closely with Director and joint venture airline partners. Highly visible within the business travel and local community.
- Portfolio maximization and opportunity analysis:
- Conducts in depth data analysis, captures market intelligence, and leverages input from multiple stakeholders to create unique contractual and non-contractual client solutions that maximize share, profitability and customer loyalty
- Responds to RFPs, establishes aggressive but reasonable goals and consistently monitors and drives goal achievement
- Implements tactical pricing and Mileage Plus incentives and leverages online booking tool display tactics in highly competitive markets and lucrative revenue streams
- Carefully monitors performance data and ensures that action is taken to quickly address opportunities and threats
- Supports new routes through data mining, identifying and targeting revenue/promotional opportunities across the portfolio and community
- Account management, business planning, and administration:
- Engages in day-to-day account management responsibilities
- Logs activities, account plans and progress towards assigned goals in Sales Force
- Captures competitive intelligence
- Develops monthly/quarterly customer reviews including performance reporting and preparation of client-facing presentation materials
- Maximizes ROI within an assigned budget
- Resolves complex customer service issues
- New business acquisition:
- Seek and target new business relationships
- Grows portfolio by identifying, cultivating and contracting new and incremental small to mid-size corporate agreements
- Understands and promotes direct and alternate booking channels, including New Distribution Capabilities (NDC)
- Collaboration:
- Coordinates client proposals and agreements with sales colleagues, alliance partners and internal departments
- Ensures agreement integration and revenue/share maximization
- Client and industry engagement:
- Cultivates healthy and productive business relationships with clients, including executive engagement
- Visible at client, industry, Business Travel Association (BTA), civic and, community events
Qualifications
Required
- Bachelor's Degree or equivalent work experience
- Three to five years equivalent experience with increasing levels of responsibility or two years of airline sales or travel industry experience (supplier, consultant, Travel Management Company, etc.)
- Foundational understanding of airline sales or travel industry sales
- Demonstrated general business acumen and financial aptitude
- Proficiency in key business computer applications (ex. MS Excel/PowerPoint/Word and Salesforce)
- Communication and analytical ability
- Aggressive, energetic, results orientation
- Ability to create and deliver client-facing presentations
- Ability to cultivate business partnerships
- Travel within assigned territory with periodic travel to other destinations as required for internal and customer meetings
- Must be legally authorized to work in the United States for any employer without sponsorship
- Successful completion of interview required to meet job qualification
- Reliable, punctual attendance is an essential function of the position
Preferred
- MBA
- Three years of account management experience in airline industry or travel industry (supplier, consultant, Travel Management Company, etc.)
- CTE/GLP certified
- Experience or knowledge in Finance, Network Planning, Revenue Management, Marketing, Loyalty, and Alliances
- Strong negotiation skills
- Knowledge and user experience of the company's systems and data sources used within Sales
Equal Opportunity Employer - Minorities/Women/Veterans/Disabled/LGBT
