Specialist, Channel Sales - Mexico MEX (Mexico City, DIF, MX)

Location: No. 300 Avenida Paseo (2nd Fl) (MEX-CTY2) 
Additional Locations: None
Requisition ID: 29044 

Function: Sales

Position Title: Specialist Leisure Channel Sales

Level 3

Reports to Manager Sales

Purpose

The Specialist Channel Sales is responsible for share growth and new account acquisition for agencies located in Mexico and other future openings who focus on ethnic, leisure, and corporate business.  The Specialist Channel Sales manages 10-30 specialty agencies. A successful Specialist Channel Sales has a deep understanding of the market place and coordinates with different departments to initiate pricing or product actions. The Specialist Channel Sales will travel regularly to meet face to face with customers.

Success in this role is measured in two areas: 1) market share and 2) quality of revenue. The main tools used to achieve these results are products, up front and backend incentive programs, and delivery of defined pre- and post-ticketing services.

Key competencies for a Specialist Channel Sales 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 Specialist Channel Sales reports to a Manager Sales and is expected to work with business counterparts and Specialists Specialty Products to achieve combined results. In addition, it will be critical for the Specialist Channel Sales to leverage service channels to handle a vast majority of account support needs.

Minimum Requirements

Education

Bachelor’s degree or equivalent experience required

Experience

3-5 years successful B2B sales experience and/or industry experience in ethnic/cruise/specialty travel markets

Knowledge and Skills

• Excellent written and verbal communication and presentation skills required
• Understanding and execution of value-based selling required
• Strong Multi-cultural skills required
• Strong ability to collaborate with business counterparts
• Skilled understanding of pricing
• Bilingual preferred but not a requirement

Other
Applicants must be have US Visa

 

Core Competencies
Targeting, Territory & Funnel Management
Targets accounts based on total potential, likely profitability & probability of success. Prioritizes time on the right opportunities to maximize results. Maintains a sales funnel with opportunities to maximize productivity over the course of the year.
Account Planning
Identifies key account decision makers and influencers. Understands the customer’s decision making processes and identifies each key decision maker’s individual issues and wins. Assesses the competitive landscape within the account. Sets account objectives and establishes a plan for achieving objectives.
Call Planning
Defines the customer agreement or commitment sought for each call. Develops supporting materials and leverages analytic insights to achieve the call objective. Prepares well for the call, anticipating and addressing barriers.
Customer Needs & Opportunities Assessment
Understands the account segmentation strategy and customer profiles. Engages customers in discussion/diagnosis of account business needs (both known and unknown). Documents and validates customer needs prior to presenting solutions.
Offering & Value Proposition Development, Communication & Proof
Maintains expertise in both AA and alliance products and services, including oneworld and JB. Tailors the market offering to meet specific account needs. Communicates in a compelling way and provides proof of value to customer.
Negotiations
Justifies price and prevents customer from seeing AA’s offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering. Effectively closes deals while ensuring mutual value.
Service & Support
Engages and leverages service and support channels within AA while personally providing the appropriate level of service. Collaborates with account services and support to identify new opportunities and needs.
Value Reinforcement, Account Penetration & Pull Through
Prepares compelling summaries of actual value delivered to customers, while being transparent where value has exceeded expectations and where it has fallen short. Conducts discussions with customers to understand their point of view and increase mutual value.
 

Additional Locations: None
Requisition ID: 29044 

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