Manager, Sales

hace 7 días

Monterrey, Nuevo León, México American Airlines A tiempo completo

Location: Tamayo 100 Res Office (MTY-RESC)
Additional Locations: None
Requisition ID: 62487

**Purpose**:
The Sales Manager is responsible for managing 7 to 10 direct reports (Specialists Corporate / Channel Sales, and/or Specialists Specialty Products).
A successful Sales Manager expertly coaches her/his direct reports to develop strong skills in value-based selling, account strategy and the AA sales process.
In addition, the Sales Manager will have strong ability to guide new account acquisition activity and the ability to help his/her direct reports successfully penetrate accounts.
This role requires extensive travel.
Success in this role is measured on the performance of direct reports in three areas: 1) market share, 2) quality of revenue and 3) new business development.
The main tools used to achieve these results are up front and backend incentive programs and the delivery of defined pre
- and post-ticketing services.
The role includes responsibility for both corporate and agency accounts.
Key competencies for a Sales Manager are: 1) well developed sales coaching skills used to develop individual seller's abilities, 2) strong value-based selling skills founded on business acumen, 3) ability to set effective strategies resulting in improved team and individual performance, and 4) effective navigation of AA's internal business processes, protocols, and functional areas to support the sales team and improve performance.
The Sales Manager reports to a Senior Sales Manager and is expected to embrace a culture of continuous sales effectiveness improvement.
In addition, the Sales Manager is required to have knowledge of AA value propositions, sales process, account management and sales best practices.
The manager will also act as a liaison with the TSC team members including the Lead Agents.
These team members will have a dotted line to the Sales Manager.
**Minimum Requirements**:

- Bachelor's degree or equivalent experience required.
- Graduate degree in Business Administration highly preferred
- At least 5 years of airlines sales or related experience
- Airline or business to business sales experience highly preferred
- At least 2 years in sales management
- Excellent written and verbal communication and presentation skills required
- Ability to successfully coach and develop individuals in a competitive sales environment
- Strong understanding and execution of value-based selling required
- Travel is required
- Applicants must be authorized to work in Mexico
- Fully bilingual in English and Spanish

**Core Competencies**:

- Targets 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.
- 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.
- Defines the customer agreement or commitment sought for each call.
Develops supporting materials and leverages analytics insights to achieve the call objective.
Prepares well for the call, anticipating and addressing barriers.
- Understands the account segmentation strategy and customer profiles.
Engages customers in discussion/diagnosis of account business needs (both know and unknown).
Documents and validates customer needs prior to presenting solutions.
- 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.
- Justifies price and prevents customers 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.
- Engages and leverages service and support channels within AA while personally providing the appropriate lever of service.
Collaborates with account services and support to identify new opportunities and needs.
- 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.
- Sets effective strategies and fair goals that result in a performance-focused, high accountability sales culture.
Continually searches for opportunities to improve teams and individual performance for maximum success.
Leads by example.
- Has a deep understanding of AA's internal business processes and protocols.
Understands cross-functional capabilities and maintains a strong internal network.
- Effectively coaches on value-based selling skills.
Consi

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