We are committed to provide our Employees a stable work environment with equal opportunity for learning and personal growth. Creativity and innovation are encouraged for improving the effectiveness of Southwest Airlines. Above all, Employees will be provided the same concern, respect, and caring attitude within the organization that they are expected to share externally with every Southwest Customer.
Execute strategic direction of the Field Sales Team through coaching and professional development of the Field Account Managers and designated portfolio management. The Team is responsible for increasing sales, establishing formal partnerships, and broaden awareness of Southwest Airlines corporate travel programs and services to global, national, and regional accounts (with an emphasis on F1000, CT100, and top privately held). The Leaders are responsible for identifying candidates, hiring, onboarding, and training a sales organization of trusted advisors in the managed travel industry.
WORK ACTIVITIES/CONTEXT:
- Must be able to meet any physical ability requirements listed on this description.
- May perform other job duties as directed by Employee’s Leaders.
- Responsible for executing the sales strategy developed by the Senior Leadership Team to exceed a revenue quota.
- Leads Field Account managers with all large managed travel accounts that focus on growing Southwest Airlines corporate account base through effective account management and consultative sales techniques. Grow Southwest Airlines market-share and incremental business with corporations with large managed travel programs (global, national, regional accounts), establish Southwest as a preferred carrier through formal agreements (RFP’s, negotiations, long term contracts), produce high revenue-high yield business for Southwest Airlines, and offer Southwest fares and schedules through all channels of distribution, including SWABIZ, SGS, GDS, and other unconventional distribution tools that are in place.
- Responsible for building collaborative cross functional relationships with Senior Management Team, Team Selling Leaders, and Commercial/Operational Teams to deliver expected sales results.
- Serves as a subject matter expert on all corporate sales programs, tools, policies, and channels.
- Serves as a Corporate Sales spokesperson on business travel initiatives at industry events.
EDUCATION:
Required/Preferred
Education
Required
High School Diploma or GED
Required
Bachelor’s Degree or equivalent work experience
WORK EXPERIENCE:
Required/Preferred
Years of Experience
Description
Required
5 Years
Present and/or past success in selling or leading sales organization to large corporations (with an emphasis on F1000 and top privately held) and/or equivalent airline/travel/hospitality marketing/sales/leadership experience.
Required
Present and/or past success of increasing market-share and product utilization through effective sales or marketing strategies and account management.
Required
2 Years
Leading people, projects or programs.
PHYSICAL ABILITIES:
- Ability to perform work duties from desk for extended periods of time
- Ability to use a computer with sufficient speed and accuracy to meet the demands of the job
- Ability to bend, stand, and sit for extended periods of time
- Ability to communicate and interact with others in the English language to meet the demands of the job
- Ability to travel long hallways in large buildings and in between campus buildings
KNOWLEDGE/SKILLS/ABILITIES/WORK STYLE:
Level
Description
Proficient
Work directly with Director to execute the sales strategy developed by the Senior Leadership Team through weekly 1:1 calls and monthly in-person meetings.
Proficient
Must possess excellent organizational skills and strong Leadership skills
Proficient
Must be able to manage a regional budget that supports exceeding a revenue quota while ensuring low cost effectiveness.
Proficient
Ability to build regional portfolios that include approaches to expand Customer base, increase market share, and build competitive barriers.
Proficient
Ability to develop and implement strategic plans to measurably increase presence and influence decision-making in the account, elevate competitive position, create leveraged Customer results, and generate profitable revenue to achieve AOP revenue targets. Corporate Sales airline industry subject matter expert
Proficient
Self-directed, self-motivated, and demonstrated experience providing ideas and solutions to further business understanding.
Proficient
Must have thorough knowledge of all Southwest Airlines distribution tools and multichannel distribution strategy (i.e. SWABIZ, Southwest Partner Services (SPS), Global Distribution Systems (GDS), and other unconventional distribution tools), as well as the suite of business travel products and services.
Proficient
Must demonstrate the ability to analyze data to identify value creating opportunities and developing trends to meet sales objectives and department goals.
Proficient
Ability to teach sales processes and techniques to identifying needs and insights
Proficient
Industry subject matter expert and proactively socializes industry best practices, competing products, tools, networks distribution channels, economic trends & environment
Proficient
Efficient facilitation of cross functional, Team, department, and Senior Leader meetings
Proficient
Responsible for Team trainings, to include, but not limited to, sales and negotiation skills, territory planning, Southwest products/services, and the latest industry trends, via weekly 1:1 coaching, joint sales calls, formalized quarterly training, etc.
Proficient
Responsible for the professional development and individual performance plan for each Team member
Proficient
Collaborate cross functionally with team selling partners (CSI, ISAM, Ops) on sales plans, contracts, contract performance, account prioritization, goal setting/achievement, ongoing process improvement, communication, etc.
Proficient
Assumes Leadership role for the Teamâs projects/scope of work and drives Team to achieve revenue goals.
Proficient
Must demonstrate the ability to think strategically; identify and communicate opportunities and barriers, with proposed recommendations and/or solutions.
Proficient
Must have a proven track record of successful networking, negotiation, and long term relationship building resulting in achievement of sales goals with global and large brand name accounts.
Proficient
Must be able to confidently present before the public and C-level executives, including by not limited to formal sales presentations and negotiations. Ability to grow the breadth and depth of relationships across organizations both internally and externally, demonstrates strategic influence and leverages partnerships to deliver solutions.
Proficient
Must be able to handle multiple situations simultaneously.
Proficient
Must possess excellent leadership skills, specifically the ability to lead sales Team and collaborate with corporate travel decision makers to meet goals as well as lead travel forums, roundtables, business travel association events, etc.
Proficient
Must be able to communicate effectively and professionally both verbally and in writing.
Proficient
Must have judgment sufficient to handle and solve complex challenges independently and work under stressful situations.
Proficient
Must be proficient with MS Office Suite computer applications, specifically Excel, Word, PowerPoint, and Outlook and a CRM tool, preferably Salesforce.com
Proficient
Must be able to comprehend and execute complex documents like RFP’s, legal agreements, proposals, etc. with a high degree of accuracy.
Proficient
Must be proficient in Southwest Airlines business travel products/services, distribution portfolio, and specific territory service.
Proficient
Must maintain a professional appearance and demeanor
OTHER QUALIFICATIONS:
- Must maintain a well-groomed appearance per Company appearance standards as described in established guidelines.
- Must be a U.S. citizen or have authorization to work in the United States as defined by the Immigration Reform Act of 1986.
- Must be at least 18 years of age.
- Must be able to comply with Company attendance standards as described in established guidelines.
- Must possess a valid state motor vehicle operator’s license.
- Must have flexibility to work long hours, including weekends, and travel up to 50% of the time, including some overnight stays.
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Southwest Airlines is an Equal Opportunity Employer
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