Strategic Account Manager

Alaska Airlines • Seatac, WA

4d • $111,650 - $200,950 • Onsite

About The Position

The Strategic Account Manager – Leisure Agency is the sole subject matter expert in the relationship and performance of a select portfolio of strategic agency partners that represent leisure channels (Wholesale, Tour Operator, Consolidator and Cruise) for Alaska Airlines (AS), Hawaiian Airlines (HA), and Horizon Air (QX). As an individual contributor, this role defines long-term strategy for their portfolio and exercises considerable latitude and initiative to drive incremental revenue, leveraging aspects of our commercial offerings and alliance partnerships.

Requirements

• 7 years of experience in outside sales, preferably agency sales, competitive sales environment, or related area.
• Bachelor’s degree, or an additional two years of training/experience in lieu of this degree.
• Must be able to work from the SeaTac, WA or Burlingame, CA office, or must reside within a reasonable distance of a West Coast airport served by Alaska Airlines to support business travel requirements.
• Proficiency with Microsoft Office applications (e.g., Word, Excel, PowerPoint, and Outlook).
• Excellent written, verbal and presentation skills.
• Travel (10% or more of the time) in support of your role.
• High school diploma or equivalent.
• Minimum age of 18.
• Must be authorized to work in the U.S.

Nice To Haves

• Prior exposure to and use of travel industry data reporting sources such as ARC and PRISM.
• Familiarity with customer relationship management (CRM) tool Salesforce.
• Proven ability to work in an analytically minded, fact-based sales and account management environment.
• Experience in structuring and managing corporate and agency agreements using thorough understanding of current travel industry distribution models.
• Strategic thinker, demonstrating solid business acumen and negotiation abilities to secure customers and drive revenue in an ever-changing environment.
• Versatile team member that can work well as an individual or together with a small team, adapting to and thriving in an ever-changing, dynamic market.

Responsibilities

• Establish and manage a high touch, close enterprise relationship with a targeted portfolio of strategic accounts that build on ongoing strategies in the marketplace.
• Negotiate complex agency contracts (from Wholesale, Tour Operator, Consolidator and Cruise channels), maximizing return to AS, HA, and QX while demonstrating the highest degree of professionalism and integrity.
• Manage and implement strategic sales plans and is accountable to deliver on key performance indicators (KPIs), ensuring Alaska and Hawaiian Airlines are well-positioned among its competitors and leverages its position in the marketplace.
• Apply expertise in data analysis to measure contract performance to ensure maximum revenues and share goals are attained.
• Strategize with Revenue Management and Network Planning to identify issues affecting customer performance with the objective of maximizing revenue opportunity.
• Collaborate with Marketing to create and implement campaigns to engage directly with agency customers.
• Serve as the lead subject matter expert in industry knowledge of customers’ business including core business, strategic direction, business objectives, major changes, initiatives, major competitors, and major partners.
• Make decisions on competitive activity within the agency community and suggest possible strategies to gain a competitive advantage.
• Lead the Customer 360-degree relationship at the enterprise level involving procurement and C-Suite executive level engagement.
• Represent Alaska and Hawaiian Airlines at industry, community marketing, and promotional events to include public speaking, participation, coordination, and activation.

Benefits

• Free stand-by travel privileges on Alaska Airlines, Hawaiian Airlines & Horizon Air
• Comprehensive well-being programs including medical, dental and vision benefits
• Generous 401k match program
• Annual bonus plans
• Generous holiday and paid time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior