American Airlines Principal, Strategic Accounts in Chicago, Illinois
Location: Chicago O'Hare Intl Apt (ORD-TRML)
Additional Locations: None
Requisition ID: 10073
The Principal Corporate Strategic Sales is responsible for managing 3 to 5 strategically important corporate customers that represent AA’s most important customers. These customers typically have $10 - $85 million in annual booking revenue. A successful Principal Corporate Strategic Sales profitably maximizes AA’s share of wallet by effectively executing value-based selling, account strategy and the AA sales process. This role requires extensive travel. Success in this role is measured in two areas: 1) market share and 2) quality of revenue. The role requires an achievement of desired results through difficult, multi-round negotiations and the ability to leverage all parts of the AA organization to win business.
Key competencies for a Principal Corporate Strategic Sales are: 1) excellent account planning that balances potential and achievability, 2) value-based selling skills founded on business acumen and the ability to translate benefits into the customer’s business language, 3) strong negotiation skills that lead to mutually beneficial deals, 4) ability to accurately diagnose known and unknown account business needs and translate needs into opportunities and appropriate offerings, and 5) effective leveraging of value delivered to increase mutual value and account penetration. The Principal Corporate Strategic Sales reports to a Director (Principal Strategic Sales) and is expected to work with Agency counterparts to achieve combined results. In addition, it will be critical for the Principal Corporate Strategic Sales to leverage service channels to handle a vast majority of account support needs.
Job Description (Continued)
Targeting, Territory & Funnel Management: Allocates effort across accounts based on total potential, likely profitability & probability of success. Prioritizes time on the right opportunities to maximize results. Maintains a sales funnel with opportunities to maximize productivity over the course of the year.
Account Planning: Identifies key account decision makers and influencers. Understands the customer’s decision making processes and identifies each key decision maker’s individual issues and wins. Assesses the competitive landscape within the account. Sets account objectives and establishes a plan for achieving objectives.
Call Planning: Defines the customer agreement or commitment sought for each call. Develops supporting materials and leverages analytic insights to achieve the call objective. Prepares well for the call, anticipating and addressing barriers.
Customer Needs & Opportunities Assessment: Understands the account segmentation strategy and customer profiles. Engages customers in discussion/diagnosis of account business needs (both known and unknown). Documents and validates customer needs prior to presenting solutions.
Job Description (Continued 2)
Offering & Value Proposition Development, Communication & Proof: Maintains expertise in both AA and alliance products and services, including oneworld and JB. Tailors the market offering to meet specific account needs. Communicates in a compelling way and provides proof of value to customer.
Negotiations: Justifies price and prevents customer from seeing AA’s offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering. Effectively closes deals while ensuring mutual value.
Service & Support: Engages and leverages service and support channels within AA while personally providing the appropriate level of service. Collaborates with account services and support to identify new opportunities and needs.
Value Reinforcement, Account Penetration & Pull Through: Prepares compelling summaries of actual value delivered to customers, while being transparent where value has exceeded expectations and where it has fallen short. Conducts discussions with customers to understand their point of view and increase mutual value.
Customer Team Leadership: Leads selling activities and development of strategic relationships with key decision-makers. Serves as voice of customer within AA. Leads by example and leverages personal expertise and coaching and mentorship in order to create value for team members.
Managing the Internal System: Has a deep understanding of AA's internal business processes and protocols. Understands cross-functional capabilities and maintains a strong internal network.
Bachelor’s degree or equivalent experience required
Advanced business degree preferred
7-10 years successful business to business sales experience handling large or strategically important accounts
Airline related experience preferred
Knowledge and Skills
Excellent written and verbal communication and presentation skills required
Strong knowledge of and ability to implement value-based selling
Strong account strategy development and execution skills required
Strong negotiation skills
Proven ability to successful leverage internal resources
Strong Executive level presence and impact (i.e. experience working with and selling to C-Suite Executives)
Applicants must be authorized to work in the USA
Additional Locations: None
Requisition ID: 10073
Discrimination and all unlawful harassment (including sexual harassment) in employment is not tolerated. We encourage success based on our individual merits and abilities without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, marital status, citizenship status, military status, protected veteran status or employment status. We support and obey laws that prohibit discrimination everywhere we do business. American Airlines, Inc fully considers all qualified applicants including those with a criminal history.