Join American Airlines and not only discover how we're changing, but be a part of the change. American Airlines is now hiring for a Corporate Sales Manager.
The Corporate Sales Manager is responsible for managing business relationships with 15 to 25 corporate accounts, including a mix of current customers and important prospects. Such accounts typically have $1 - $10 million in annual booking revenue. A successful Corporate Sales Manager effectively executes value-based selling, account strategy and the AA sales process.
Success in this role is measured in three areas: 1) market share, 2) quality of revenue and 3) new business development. The main tools used to achieve these results are up front and backend incentive programs and the delivery of defined pre- and post-ticketing services. The role also includes maximizing revenue and profit by driving high yield share at assigned accounts.
Key competencies for a Corporate Sales Manager are: 1) excellent territory and account planning that balances potential and achievability, 2) ability to accurately diagnose known and unknown account business needs and translate needs into opportunities and appropriate offerings, 3) strong value based selling skills founded on business acumen and the ability to translate benefits into the customer's business language to prove value, 4) strong negotiation skills that lead to mutually beneficial deals, and 5) effective leveraging of value delivered to increase mutual value and account penetration.
The Corporate Sales Manager reports to a Manager Sales or Senior Manager Sales and is expected to work with Agency counterparts and Specialty Products Manager to achieved combined results. In addition, it will be critical for the Corporate Sales Manager to leverage service channels to handle a vast majority of account support needs.
Bachelor's degree or equivalent experience required
2-5 years successful sales experience
Airline or business to business sales experience a plus
Excellent written and verbal communication and presentation skills required
Understanding and execution of value-based selling required
Strong account strategy development and execution skills required
Highly developed interpersonal as well as organizational skills required
Excellent oral and written communication skills necessary to interface with senior management
American Airlines - 12 months ago
AMR knows America's spacious skies -- and lots of others. Its main subsidiary is American Airlines, one of the largest airlines in the...