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Director – Global Corporate Accounts
United Airlines
San Francisco, CA, United States
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Description
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Sales
Join the largest revenue-generating department at United. Our Sales teams work closely with travel agencies, United travel departments and corporate clients.
Job overview and responsibilities
Increased revenue, share, and overall contract performance with a focus on high yield domestic and international revenues. Agreements, initiatives, and events are calibrated to maximize performance against business objectives. More efficient collaboration and faster decision-making for key business decisions. Leads a team of Global Account Managers (GAMs) and Key Account Managers (KAMs) that are responsible for driving increased sales and share within a portfolio of the largest and most complex corporate accounts. Collaborates with the MD of Global Corporate Accounts to develop the overall vision, business strategy, and supporting tactics for assigned accounts and for the broader corporate channel. Works closely with sales leadership and other commercial leaders to ensure alignment of strategy and tactics and to optimize execution of applicable initiatives. Provides frequent, high-touch coaching, business guidance, and professional development to GAMs and KAMs and is directly involved with negotiating and driving performance of contracts. Cultivates deep relationships with leadership at client accounts and with industry contacts. Maintains real-time awareness of marketplace developments and communicates trends, opportunities, and threats to sales leadership. Leads complex, high-profile special projects that support key sales objectives, modeling exceptional project leadership and organizational skills. Fosters a performance-based culture that rewards results, rigor, tenacity, teamwork, creativity, and character.
Business Planning and Analysis: Develops, implements, and measures sales strategies and supporting tactics that drive share growth for assigned accounts. Maximizes share growth and ROI by directing discounts, amenities, and incentives to highly competitive markets and most lucrative revenue streams. Carefully monitors performance data and ensures that action is taken to quickly address opportunities and threats.
Team Leadership:cultivates a high-performing team by hiring and developing collaborative, results-oriented sales professionals and by creating and implementing ongoing coaching, mentoring, and accountability initiatives with the team. Ensures the team understands the vision and strategy for the corporate channel and that it is equipped with the knowledge, tools, processes, and coordination to deliver against business objectives. Monitors individual and team performance and works with sales leadership and the MD of Global Corporate Accounts to cultivate a deep and well-rounded talent pipeline.
Client and industry engagement: cultivates healthy and productive business relationships with clients, participates in frequent joint calls, and is highly visible at client events. Participates and is highly visible within industry organizations and at industry events.
Cross-functional collaboration and communication:works closely with internal sales and non-sales teams to increase the quality, speed-to-market, and effectiveness of sales initiatives. Collaborates with applicable stakeholders to develop and present executive-ready deliverables to senior commercial leaders.
Special Projects: Owns and drives success of complex, high-profile special projects and ongoing initiatives that achieve Sales or corporate channel objectives. Models exceptional project leadership/organizational skills and tenaciously advances initiatives toward successful outcomes.
Qualifications
Required
• High School Diploma, GED or education equivalent
• Strong foundational understanding of airline sales or travel agency sales
• Demonstrated general business acumen and financial aptitude
• Strong communication and analytical ability and proven negotiating skills
• Ability to create and deliver exceptional executive-ready presentations
• Ability to hire, develop, and lead a large, remotely based sales team
• Demonstrated ability to lead complex, cross-functional projects
• Ability to cultivate strong business partnerships
• 10 years relevant work experience with increasing levels of responsibility
• 5 years of airline management or travel industry management experience (supplier, consultant, TMC, etc.)
• Extensive domestic and international travel required (50%+), including some weekends
Preferred
• Bachelor Degree, MBA or other advanced degree
• CTE, GLP, or other certification
• Knowledge and user experience with the company’s sales systems and data sources
• Salesforce/CRM system experience
• Experience or knowledge in Finance, Network Planning, Revenue Management, Marketing, Loyalty, and Alliances
• 3 years of sales leadership experience in airline industry or travel industry (supplier, consultant, TMC, etc.)
• Experience, leading high-performing, remotely positioned teams in multiple international locations