Director - Regional Sales - New York

United Airlines•New York, NY

About The Position

At United, we strive to provide only the best travel experiences – to our customers and our clients. Our Sales team works closely with travel agencies, United travel departments, corporate clients and more to provide phenomenal customer solutions that lead to fruitful business relationships. And through valued customer feedback, optimized partnerships, and innovative sales strategies, Sales continues to be the largest revenue-generating department at United. Leads a team of Sales Managers handling an assigned geographic based portfolio of mid to large corporate accounts. Responsible for maximizing United's profit through increases in revenue, yield and share. Is an expert at understanding a customer's business, how travel supports that business, how to craft a value-maximizing relationship between United and the customer. Is an effective coach of their people to develop new skills and implement change. Implements Worldwide Sales' overall vision and strategy for the Newark (EWR) hub and New York/New Jersey region, as well as Asia Pacific Onshore Accounts through cross functional collaboration with internal sales and non-sales teams. Serves as a key contributor and thought leader within the business travel industry. Maintains real-time awareness of marketplace developments in order to communicate trends, opportunities, and threats to leadership. Fosters a performance-based culture by motivating and rewarding tenacity, teamwork and creativity. Works closely with Managing Director, Sales Deal Desk, and joint venture airline partners to achieve goals and strategic objectives.

Requirements

Bachelor's Degree or equivalent work experience
8 years relevant work experience with increasing levels of responsibility
3 years of airline management or travel industry management experience (supplier, consultant, Travel Management Company (TMC), etc.)
Strong foundational understanding of airline sales and the travel industry
Demonstrated general business acumen and financial aptitude
Strong communication, analytical ability and proven negotiating skills
Passionate, energetic, results orientation
Ability to create and deliver exceptional executive-ready presentations
Ability to hire, coach, develop, and lead a remotely based sales team
Ability to cultivate strong internal and external business partnerships
New York area based with 25% travel within the region plus regular travel to other destinations, including United's corporate headquarters as required for internal and customer meetings

Nice To Haves

MBA or advanced degree
CTE/GLP
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, and Alliances

Responsibilities

Business Planning and Analysis: Develops, implements, and measures sales strategies and supporting tactics that drive revenue and share growth for assigned regional Field Corporate accounts and B2B performance in EWR hub and New York/New Jersey. Maximizes United and Joint Venture revenues, share premium growth and ROI. Carefully monitors performance data and ensures that action is taken to quickly address opportunities and threats. Ensures regional team fully utilizes Salesforce as a CRM tool to capture customer communications, develop business and call plans, implement initiatives and monitor progress towards sales goals and objectives.
Team Leadership: cultivates a high-performing team by hiring and developing collaborative, results-oriented Sales Managers and by creating and implementing ongoing coaching, mentoring, and accountability initiatives with their 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 and division leadership 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 incentives, promotional activities, customer events and travel/expense to ensure positive ROI. Ensures that the team's administrative tasks are executed within applicable time and quality parameters.