Director - Agency Sales

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. Job overview and responsibilities Leads a team of Global Account Managers, National Account Managers and Sales Representatives who are responsible for driving increased sales and share with a portfolio of the top 11 Global and National Travel Management Companies (TMCs). Collaborates with the MD of Global Agency Accounts to develop the overall vision, business strategy and supporting tactics for the assigned portfolio and the broader TMC channel. Provides frequent, high-touch coaching and business guidance to account managers and is directly involved with negotiating and driving performance of contracts. Collaborates closely with sales leadership and other commercial leaders to ensure alignment of strategy and tactics. Optimizes the execution of applicable initiatives. Cultivates deep relationships with leadership at client accounts and industry contacts. Maintains real-time awareness of marketplace developments and communicates trends, opportunities, and threats to sales leadership. Fosters a performance-based culture that rewards results, rigor, tenacity, teamwork, creativity and character. Empahsis is on increased revenue, share and overall contract performance with a focus on high yield domestic, international, corporate and leisure revenues. Agreements, initiatives and events are calibrated to maximize performance against business objectives. Efficient collaboration and decision-making for key business decisions is imperative. • Business Planning and Analysis: Develops, implements, and measures sales strategies and supporting tactics that drive share growth for assigned agencies • Maximizes share growth and ROI by directing incentives and discounts to highly competitive markets and most lucrative revenue streams • Carefully monitors performance data and ensures that action is taken to quickly address opportunities and threats • Team Leadership: cultivates a high-performing team by hiring and developing collaborative, results-oriented sales professionals and by creating and implementing ongoing coaching, mentoring, and accountability initiatives with the team • Ensures the team understands the vision and strategy for the TMC channel that it is equipped with the knowledge, tools, processes, and coordination to deliver against business objectives • Monitors individual and team performance and works with sales leadership and the MD of Global Agency Accounts to cultivate a deep and well-rounded talent pipeline • Client and industry engagement cultivates healthy and productive business relationships with clients, participates in frequent joint calls, and is highly visible at client events • Participates and is highly visible within industry organizations and at industry events • 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 What's needed to succeed (Minimum Qualifications): • Bachelor's degree or 8 years of relevant work experience • 5 years relevant work experience with increasing levels of responsibility • 3 years of airline management or travel industry management experience (supplier, consultant, TMC, etc.) • Strong foundational understanding of airline sales, travel agency sales and corporate travel management practices • Demonstrated general business acumen and financial aptitude • Strong communication and analytical ability and proven negotiating skills • Ability to create and deliver exceptional executive-ready presentations • Ability to hire, develop, and lead a large, remotely based sales team • Ability to cultivate strong business relationships • Aggressive, energetic, results orientation • Must be legally authorized to work in the United States for any employer without sponsorship • Successful completion of interview required to meet job qualification • Reliable, punctual attendance is an essential function of the position What will help you propel from the pack (Preferred Qualifications): • Master's degree • MBA • CTE, GLP • 3 years of sales leadership experience in airline industry or travel industry (supplier, consultant, 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 Apply tot his job