Airlines - Corporate Operations

Description:

Dallas/Fort Worth Location
Permanent Position
Key leadership role with global scope and responsibilities within our International Sales Team

For nearly a century now, Qantas has been bringing travellers together with the people they love – both from around Australia and all over the globe. It’s just part of being the Spirit of Australia.

These days, we’re widely regarded as an airline people can count on – both on the ground and in the air. It’s a reputation that hasn’t just seen us become the world’s leading long distance airline – but an Australian icon, too. And we’d love for you to be a part of that.

Reporting to the Vice President Sales, North America, the successful applicant for this role will be responsible for:

Leading and managing a team of Account Managers within a multi-state region with an emphasis on Corporate and Agency Accounts.
Implementing America’s strategy and priorities which align with International and Global Sales objectives and broader Qantas and Qantas Group objectives and strategies. Understand customer-specific strategies; align sales strategy accordingly to deliver enhanced business and revenue opportunities.
Managing and facilitating the commercial strategy for the joint business between Qantas and American Airlines
Developing strategic partnerships, relationships and account development plans which deliver value and results with key industry and customer stakeholders.
Leading, coaching and mentoring direct reports.
Driving high performance, with the capability to develop a strong business focused team culture among direct reports.
Supporting training and development opportunities and overall engagement for direct reports.
Meeting and exceeding regional revenue, market-share and cost of sale targets.
Developing and implementing initiatives and strategies for revenue generation and market-share growth.
Managing the pricing relationship with Commercial Development team to ensure Qantas’ position in the market is not compromised by competitor activity.
Optimising revenue and yield by acquiring new accounts and maintaining and growing existing accounts.
Owning the commercial dealing process for the customers within the Region, negotiate commercial deals that are commercially acceptable to Qantas and that are in line with expectations as outlined at the start of every dealing cycle.
Developing and maintaining effective relationships with key internal and external customers and groups and in particular, with colleagues in the Americas Sales team.
Planning and managing sales & marketing activities for Central Region Accounts and ensuring strategic alignment of account activities with regional sales and marketing strategies. Also ensure that account activities comply with North American and Australian trade practices and competition laws.
Managing all phases of account management including deal development and negotiation.
Managing account reviews for all contracted customers and major industry partners located within the Central Region.

Requirements:

The successful applicant will possess:

Exceptional people management skills with the ability to lead, motivate and develop teams.
Strategic selling, account management and business planning skills developed in a competitive Corporate & Agency sales environment.
Strong commercial orientation and high level of business acumen.
Highly developed negotiation, communication, organisational and leadership skills.
Ability to communicate effectively at all levels of management, both internally and externally.
Outstanding presentation skills.
Bachelor’s Degree or higher qualification in in a related field
Extensive knowledge and awareness of the American airline and travel industry.
Extensive knowledge of Qantas product and processes.
High level of IT literacy, including a good working knowledge of PowerPoint and Excel.
Extensive knowledge of the Corporate & Agency channel accounts, business models and competitors.

To be considered for this role, you must have eligible work rights in the US. If the successful applicant does not have US work rights they will be supported in obtaining the appropriate visa. The successful candidate will be paid a salary commensurate with their skills and experience. Local salary and relocation assistance will be discussed at interview stage.

We’ve worked hard to create a culture that will challenge and excite you – and give you the support you need to really go places. Here, everyone’s treated with the respect they deserve. And everyone has the potential to make the most of their skills.

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