Description

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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



Leads a team of sales leaders including Regional Sales Directors, the Director, Inside Sales and Business Development, and the Canada Country Sales Manager. Roles reporting to those leaders include key account managers, sales managers, account managers and business development specialists. Responsible for a mixed portfolio inlcuding geographic based medium to large corporate accounts as well as smaller corporate accounts across the United States. Also reponsible for new account acquisition across the United States and Canada. Primary responsible for driving profitable bottom line results while growing strong relationships. Acheives success through active coaching, strategic analysis, value proposition design and ensuring resolution of customer issues in a mutually beneficial fashion. Develops and communicates the division's overall vision and strategy. The MD Sales collaborates closely with a cross function team of commercial and other company stakeholders to ensure alignment of strategy and tactics and optimize execution of applicable initiatives. Cultivates deep relationships with senior leaders at top client accounts and is a thought leader within the business travel industry. Maintains real-time awareness of marketplace developments and communicates trends, opportunities, and threats to executive leadership. Fosters a performance-based culture by motivating and rewarding tenacity, teamwork and creativity. Works closely with leaders of our joint venture airline partners to achieve goals and strategic objectives.

• Business Planning and Analysis
  
  
  • Develops, implements, and measures sales strategies and supporting tactics that drive revenue and share growth for portfolio of accounts
  • Maximizes United and Joint Venture partner business results, profitable revenue growth and ROI by exercising value proposition selling tactics and value exchange items
  • Carefully monitors performance data and ensures that action is taken to quickly address opportunities and threats
  • Ensures division tracks progress towards sales goals and objectives in all appropriate customer relationship management repositories
• Team Leadership
  
  
  • Cultivates a high-performing team by hiring and developing collaborative, results-oriented leaders and by creating and implementing ongoing coaching, mentoring, and accountability initiatives with the broader team
  • Communicates the vision and strategy for the division and ensures the team 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 division directors to identify and build a deep and well-rounded talent pipeline
• 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 exceptional executive-ready deliverables to senior commercial leaders
  • Actively champions and participates in United BRG's
• Client and industry engagement
  
  
  • Cultivates healthy and productive business relationships with clients and is highly visible at industry and community events
  • Serves as a company thought leader, and brand ambassador
  • Coordinates with Community & Market Innovations, United Govertnment Affairs and other departments as necessary to augment not duplicate efforts

Qualifications

Required

• Bachelor's Degree
• 10 years relevant work experience with increasing levels of responsibility
• 5 years of people management or travel industry management experience (supplier, consultant, Travel Management Company (TMC), etc.)
• Strong foundational understanding of airline or related industry sales
• Demonstrated general business acumen and financial aptitude
• Strong communication, analytical ability and proven negotiating skills
• Assertive, energetic, results orientation
• Ability to create and deliver exceptional executive-ready presentations
• Ability to hire, coach, develop, and lead a large, remotely based sales team
• Ability to cultivate strong internal and external business partnerships
• Extensive travel within the division plus regular travel to other destinations, including United's corporate headquarters 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 or advanced degree
• 3 years of sales leadership experience in airline industry or travel industry (supplier, consultant, Travel Management Company (TMC), etc.)
• 3 years experience, leading high-performing, remotely positioned teams in multiple international locations
• 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 or Alliances