Specialist, Corporate Sales - Israel TLV (Tel Aviv, TA, IL)

 

Location: Israel Bus / Sls Office (TLV-CTYO)

Requisition ID: 41211
 

Please make sure you have the legal right to work and live in Israel prior to applying to this position.

This job will continue to be posted until April 01, 2021. If interested, please apply prior to this date.

Intro

Are you ready to explore a world of possibilities, both at work and during your time off? Join our American Airlines family, and you’ll travel the world, grow your expertise and become the best version of you. As you embark on a new journey, you’ll tackle challenges with flexibility and grace, learning new skills and advancing your career while having the time of your life. Feel free to enrich both your personal and work life and hop on board!

Why you'll love this job

The job is a member of the Offline and New Route team within the Sales Division. The roles on this team is responsible for a portfolio of corporate customers.  The Specialist, Corporate Sales in most cases will be leading customer negotiations and account ownership, along with exploring new opportunities.  Core responsibility will be for American revenue performance and future joint business partnership.  Focus will be on increasing revenue, yield improvement and maximizing revenue share through ongoing business development, realizing revenue opportunities and building strong relationships with the customers at all levels including their stakeholders. The role will deliver improved revenue performance and relationships by executing upon American’s Value Based Selling (VBS) principles and strategy together with our future expansion of our joint business and in line with our agreed commercial dealing principles.

What you'll do

• To be the account lead on key corporate’s and lead customer negotiations
• Engages customers in discussion/diagnosis of account business needs, both known and unknown. Documents and validates customer needs prior to presenting solutions
• Tailor the market offering to meet specific account needs
• To justify price and prevent customers from seeing AA’s offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering and effectively close deals while ensuring mutual value.
• To deliver high impact presentations and reviews to senior management level corporate customers
• To set account objectives and establish a plan for achieving objectives
• To focus on driving new business/revenues by leveraging our network and position in the global marketplace
• Develops broad, senior relationships throughout the customer base and at American
• To support the Manager Sales, Israel on key ad-hoc projects and opportunities
• Communicate in a convincing way and provides proof of value to the customer
• To develop programs in conjunction with other AA stakeholders and manages performance goals by tracking account performance, conducting performance reviews to ensure targets are being met
• To target accounts based on potential, likely profitability & probability of success.
• To prioritize time on the opportunities to maximize results. Maintains a sales funnel with opportunities to maximize productivity over the course of the year
• To effectively execute value-based selling, account strategy, planning.
• To identify key account decision makers and influencers and understands the customer’s decision-making process, identifying each key decision maker’s individual issues and wins.
• To assess the competitive landscape within accounts. Sets account objectives and establish a plan for achieving objectives.
• To update the Customer Relation Management tool precisely about account strategy and development.
• To define the customer agreement and commitment sought for each call. Develops supporting materials and leverages analytic insight to achieve the call objective.
• To maintain expertise for both American and joint business partners’ products and services, including oneworld alliance products. To engage and leverage service and support channels within American and joint business partners while personally providing the appropriate level of service. Collaborates with account services, new business, channel sales and support to identify new opportunities and needs.

All you'll need for success

• APPLICANT MUST HAVE THE LEGAL RIGHT TO LIVE AND WORK IN ISRAEL
• Bachelor’s degree or equivalent experience required
• Proven experience of building and maintaining strong and effective relationships with key clients
• Excellent territory and account planning that balances potential and achievability
• Ability to accurately diagnose known and unknown account business needs and translate them into opportunities and appropriate offerings
• Strong negotiation skills 
• Proven creative problem solving, with strong analytical and quantitative skills
• Excellent written and verbal communication 
• Strong presentation skills
• Solid knowledge of Excel, Word, PowerPoint
• Excellent organizational skills and ability to work independently away from AA regional sales office
• Self-motivated, and possess a positive attitude
• Position requires high flexibility and the ability to handle multiple priorities simultaneously
• Thorough knowledge of airline / travel industry and AA product / destinations
 

General

o To take reasonable care of the health and safety of self, as well as the safety of others who may be affected by his/her acts or omissions.  To co-operate with AA as far as is necessary to enable AA to comply with all relevant statutory provisions. To immediately report serious risks or concerns over safety issues
o To comply with the AA Professional Conduct rules and work within the context of all Company’s policies & procedures
o To maintain a standard of dress code that is appropriate to the role and in accordance with the Company’s uniform/dress policy
o To be aware of and sensitive to differences and work in a way consistent with the principles of equal opportunities and anti-discriminatory practice
o To maintain and respect confidentiality at all times and to ensure adherence to the Company’s Confidentiality Policy (currently under review)
o To actively participate in regular coaching & counselling meetings, performance reviews and development meetings
o To undertake appropriate training as agreed with their manager and to take responsibility for self-development
o To undertake any other duties which are consistent with the position. This job description is intended as a guide to the main responsibilities of the position and not an exhaustive list of duties and tasks
o To work in any other AA location as and when necessary and if applicable to the position

Feel Free to be yourself at American

From the team members we hire to the customers we serve, inclusion and diversity are the foundation of the dynamic workforce at American Airlines. Our 20+ Employee Business Resource Groups are focused on connecting our team members to our customers, suppliers, communities and shareholders, helping team members reach their full potential and creating an inclusive work environment to meet and exceed the needs of our diverse world.

Are you ready to feel a tremendous sense of pride and satisfaction as you do your part to keep the largest airline in the world running smoothly as we care for people on life’s journey? Feel free to be yourself at American.

Job Level: 3 
 

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