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
Manages a portfolio of mid to large sized 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 customers 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 Sales leadership 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 & 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 corporate and/or agency 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
This position is offered on local terms and conditions. Expatriate assignments and sponsorship for employment visas, even on a time-limited visa status, will not be awarded.
Qualifications
Required
Bachelor's degree or 4 years of relevant work experience
3 years equivalent experience with increasing levels of responsibility or 3 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
Ability to create and deliver client-facing presentations
Ability to cultivate business partnerships
Strong negotiation skills
Results oriented
Quicky and effectively respond to the changing environment
Team Player
Proficiency in key business computer applications (ex. MS Excel/PowerPoint/Word)
Must be legally authorized to work in Singapore for any employer without sponsorship
Must be fluent in English (written and spoken)
Successful completion of interview required to meet job qualification
Preferred
Master's degree
3 years of account management experience in airline industry or travel industry (supplier, consultant, Travel Management Company, etc.)
Experience or knowledge in Finance, Network Planning, Revenue Management, Marketing, Loyalty, and Alliances
Knowledge and user experience of the company's systems and data sources used within Sales
Equal Opportunity Employer - Minorities/Women/Veterans/Disabled/LGBT
