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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 

Leads a largely remote based team focused on increased revenues and market share while driving positive Share Premium movement across a diverse portfolio of corporate and TMC customers.  Works with the Field Sales MD to develop the overall vision, business strategy, and supporting tactics for assigned territory and is directly involved with contract negotiation and driving performance of the region's account base. Collaborates closely with sales leadership and other commercial leaders to ensure alignment of strategy and tactics and to optimize execution of applicable initiatives.  Cultivates deep relationships with leadership at client accounts and serves as a key contributor and 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 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 Field Corporate and TMC account base.
  • Maximizes share premium growth and ROI by directing incentives and discounts 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 broader team.
  • Communicates the vision and strategy for the region 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 cultivate a deep and well-rounded talent pipeline.
Client and industry engagement:
  • Cultivates healthy and productive business relationships with clients and is highly visible at client and community events.
  • Serves as a company spokesperson, thought leader, and brand ambassador within industry and community organizations and is highly visible at industry and civic 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 exceptional executive-ready deliverables to senior commercial leaders.
Budgeting and administrative effectiveness:
  • Develops, implements, and monitors annual budgets for agency incentives, promotional activities, customer events and travel/expense.
  • Ensures that the team's administrative tasks are executed within applicable time and quality parameters.
  • Bachelor’s Degree or equivalent work experience
  • Strong foundational understanding of airline sales, travel agency sales or corporate sales
  • Demonstrated general business acumen and financial aptitude
  • Proficiency in key business computer applications (ex. MS Office and Salesforce)
  • Strong communication and analytical ability and proven negotiating skills
  • Aggressive, 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 business partnerships
  • 5 years’ relevant work experience with increasing levels of responsibility
  • Heavy domestic and some international travel required, not exceeding 50%, including some weekends
  • 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
  • MBA or other advanced degree
  • 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.)
  • 3 years’ experience, leading high-performing, remotely positioned teams
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