Sales Manager

Description

There’s never been a more exciting time to join United Airlines. We’re on a path towards becoming the best airline in the history of aviation. Our shared purpose – Connecting People, Uniting the World – is about more than getting people from one place to another. It also means that as a global company that operates in hundreds of locations around the world with millions of customers and tens of thousands of employees, we have a unique responsibility to uplift and provide opportunities in the places where we work, live and fly, and we can only do that with a truly diverse and inclusive workforce. And we’re growing – in the years ahead, we’ll hire tens of thousands of people across every area of the airline. Our careers include a competitive benefits package aimed at keeping you happy, healthy, and well-traveled. From employee-run "Business Resource Group" communities to world-class benefits like parental leave, 401k, and privileges like space available travel, United is truly a one-of-a-kind place to work. Are you ready to travel the world?

At United, we strive to provide only the best travel experiences – to our customers and our clients. Our Sales team works closely with travel agencies, United travel departments, corporate clients and more to provide phenomenal customer solutions that lead to fruitful business relationships. And through valued customer feedback, optimized partnerships, and innovative sales strategies, Sales continues to be the largest revenue-generating department at United.

Key Responsibilities

The Sales Manager manages a geographic portfolio of mid-to-large corporate accounts. Responsible for responding to RFPs, negotiating discount agreements, and running program performance. Primary focus to increase revenue, share and improve 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, gathers market intelligence, and leverages input from multiple partners to create unique contractual and non-contractual client solutions that increase 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. Collects competitive intelligence. Develops monthly/quarterly customer reviews including performance reporting and preparation of client-facing presentation materials. Increases ROI within an assigned budget and resolves complex customer service issues.
• New Business Acquisition: Seeks and targets 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.
  
  

Note: This position provides for a remote work arrangement based in Philadelphia, PA. This role will be required to work evenings to support client needs, as well as travel up to 15% of the time.

United values diverse experiences, perspectives, and we encourage everyone who meets the minimum qualifications to apply. While having the “desired” qualifications make for a stronger candidate, we encourage applicants who may not feel they check ALL of those boxes! We are always looking for individuals who will bring something new to the table!

Qualifications

What’s needed to succeed (Minimum Qualifications):

• Bachelor's Degree or equivalent work experience
• 3+ years equivalent experience with increasing levels of responsibility or 2+ years of airline/sales/travel industry experience (Supplier, Consultant, Travel Management Company, etc.)
• Foundational understanding of airline sales or travel industry sales
• Demonstrated business acumen and financial proficiency
• Proficiency in key business computer applications (ex. MS Excel/PowerPoint/Word and Salesforce)
• Excellent communicator and analytical capabilities
• Results oriented
• 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
  
  

What will help you propel from the pack (Preferred Qualifications):

• MBA
• CTE/GLP
• 3+ years account management experience in the airline or travel industry
• Experience or knowledge in Finance, Network Planning, Revenue Management, Marketing, Loyalty, and Alliances
• Strong negotiator
• Knowledge and user experience of the company's systems and data sources used within Sales
  
  

United Airlines is an equal opportunity employer. United Airlines recruits, employs, trains, compensates and promotes regardless of race, religion, color, national origin, gender identity, sexual orientation, physical ability, age, veteran status, and other protected status as required by applicable law. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions. Please contact

Equal Opportunity Employer - Minorities/Women/Veterans/Disabled/LGBT WHQ00023543