Managing Director Sales – West – United Airlines Inc. – San Francisco, CA

United Airlines Inc

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Job Type

Full Job Description

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Our Sales team is the largest revenue-generation department at United. They work closely with travel agencies, United travel departments, and corporate clients.

Job overview and responsibilities

Oversees a team of Regional Directors and Sales Managers handling a geographic based portfolio of mid to large corporate accounts. Responsible for increasing revenue, share and maximizing program profitability through active coaching, strategic analysis, value creation, implementation of Sales programs, new business development and; ensuring resolution of customer issues. Develops and communicates the division’s overall vision, Sales strategy and community involvement for cities within geographic responsibility. Collaborates closely with sales leadership and other company leaders to ensure alignment of strategy and tactics and 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 by motivating and rewarding tenacity, teamwork and creativity. Works closely with Regional Sales Directors and leaders of our joint venture airline partners to achieve goals and strategic objectives.

  • Business Planning and Analysis: Develops, implements, and measures sales strategies and supporting tactics that drive revenue and share growth for Field Corporate accounts. Mximizes United and Joint Venture revenues, 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. Ensures division tracks progress towards sales goals and objectives in Salesforce
  • Team Leadership: cultivates a high-performing team by hiring and developing collaborative, results-oriented leaders and by creating and implementing ongoing coaching, mentoring, and accountability initiatives with the broader team. Communicates the vision and strategy for the division 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 identify and build a deep and well-rounded talent pipeline
  • 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
  • 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
  • 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
  • 10 years relevant work experience with increasing levels of responsibility
  • 5 years of airline management or travel industry management experience (supplier, consultant, Travel Management Company (TMC), etc.)
  • Strong foundational understanding of airline sales or travel agency sales
  • Demonstrated general business acumen and financial aptitude
  • Strong communication, 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 internal and external business partnerships
  • Extensive travel within the division plus regular travel to other destinations, including United’s corporate headquarters as required for internal and customer meetings
  • 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 advanced degree
  • 3 years of sales leadership experience in airline industry or travel industry (supplier, consultant, Travel Management Company (TMC), etc.)
  • 3 years experience, leading high-performing, remotely positioned teams in multiple international locations
  • 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 or Alliances

Equal Opportunity Employer – Minorities/Women/Veterans/Disabled/LGBT


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