Senior Specialist, Channel Key Sales (New York City, NY, US)
Location: OneWorld Office (NYC-CTYO)
Additional Locations: None
Requisition ID: 31922
Join us for a career with endless possibilities.
Looking for a job where a passion for innovation, a culture of teamwork, and opportunities for growth are valued and rewarded? You’ve come to the right place.
You don’t have to be an airline aficionado to join American Airlines. It takes more than cool planes to keep us ahead of the curve, and thanks to our team of behind the scenes professionals, we do just that. As the largest airline in the world, American Airlines is in the business of serving the global travel needs of our customers. At the core of the Company is our commitment to each customer and each employee. We are dedicated to developing and delivering what our customers value and are willing to pay for. Customer-centric planning, innovative marketing, and an exceptional customer experience are supported by a cadre of talented people.
What does it take to join us? We’re glad you asked! We expect exceptional skills in your discipline and a dedication to being the best as we relentlessly pursue our goal of being not just the largest airline in the world, but also the best airline in the world.
Fortunately, we’re building on almost a century of innovation and firsts in our industry – and we plan to continue that tradition of excellence.
The Senior Specialist Channel Key [MVA] Sales is responsible for managing 2 to 3 strategically important MVA Agencies focused on growing premium and corporate business, and deepening AA’s relationship and partnership with your account base. Annual AAJB revenue from these MVAs is $400+ million. A successful Senior Specialist Channel Key [MVA] Sales uses effective channel management, enablement of channel partner employees to more effectively sell AA products and structuring of mutually beneficial business relationships. This role requires extensive travel.
Success in this role is measured in four areas: 1) market share/RSP, 2) quality of revenue/QOR, 3) new business development, and 4) client engagement. The main tools used to achieve these results are up-front and backend incentive programs, and the corporate programs tool box. The role also includes working closely with our MVA Account Development Team [ADMs] to sign new corporate customers through your assigned MVA partners.
Key competencies for a Senior Specialist Channel Key [MVA] Sales are: 1) excellent account planning that balances potential and achievability, 2) value-based selling skills founded on business acumen and the ability to translate benefits into the customer’s business language, 3) strong negotiation skills that lead to mutually beneficial deals, 4) ability to accurately diagnose known and unknown account business needs and translate needs into opportunities and appropriate offerings and 5) effective leveraging of value delivered to increase mutual value and account penetration, and 6) partnering with our JB Partners and your MVA ADM Team.
- 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.
- 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.
- 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.
- Leads selling activities and development of strategic relationships with key decision-makers. Serves as voice of customer within AA. Leads by example and leverages personal expertise and coaching and mentorship in order to create value for team members.
- Has a deep understanding of AA's internal business processes and protocols. Understands cross-functional capabilities and maintains a strong internal network.
The Senior Specialist Channel Key [MVA] Sales reports to a Senior Manager Sales and is expected to work with Corporate counterparts and Specialists Specialty Products to achieve combined results. In addition, it will be critical for the Senior Specialist Channel Key [MVA] Sales to leverage service channels to handle a vast majority of account support needs.
Specifically, you’ll do the following:
- Allocates effort across 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.
- 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
- 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.
- 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.
- 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.
Required Qualifications
- Bachelor’s degree or equivalent experience/training required
- 3 years successful business-to-business sales experience required
- Excellent written and verbal communication and presentation skills
- Strong knowledge of and ability to implement value-based selling
- Strong channel management capabilities
- Ability to enable and collaborate with channel partner employees, particularly with channel business managers and owners to more effectively sell AA products
- Proven ability to structure mutually beneficial business relationships, particularly with channel business managers and owners
Preferred Qualifications
- Airline related experience preferred
- Channel partner sales experience a major plus
Additional Locations: None
Requisition ID: 31922
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