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Senior Manager Inside Sales

Date: Feb 9, 2017

Location: Ft Worth, TX, US

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Location: AA Headquarters 2 (DFW-HDQ2) 
Additional Locations: None
Requisition ID: 3603 

Job Description

The Senior Manager Inside Sales is responsible for managing 21 direct reports including 2 Team Leads, Corporate Specialists, Channel Specialists, Corporate Account Managers and Channel Account Managers.  A successful Senior Manager Inside Sales expertly coaches her/his direct reports to develop strong skills in value-based selling, account strategy and the AA sales process. In addition, the Senior Manager Inside Sales will have a strong ability to guide new account acquisition activity and the ability to help his/her direct reports successfully penetrate accounts. 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 across the United States.

 

Key competencies for a Senior Manager Inside Sales are: 1) well developed sales coaching skills used to develop individual sellers abilities, 2) strong value-based selling skills founded on business acumen, 3) ability to set effective strategies in place, 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 Senior Manager Inside Sales reports to a Managing Director and is expected to:

  1. Embrace a culture of continuous sales effectiveness improvement,
  2. Work with counterparts within the Sales organization to ensure consistent strategies across the system and deep understanding of marketplace dynamics

In addition, the Senior Manager Inside Sales is required to have knowledge of AA’s value proposition, sales process, account management and sales best practices.

Job Qualifications

  • Undergraduate degree required, Graduate Degree in Business Administration highly preferred
  • At least 10 years of sales or related experience
  • Airline or B2B sales experience highly preferred  
  • At least 3-5 years in a management role

 

Knowledge and Skills

  • 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
  • Ability to operate in a highly competitive, demanding environment
  • Above average analytical ability and communication skills
  • Ability to multi-task and prioritize
  • Applicants must be authorized to work in the United States

Additional Locations: None
Requisition ID: 3603 


Nearest Major Market: Fort Worth
Nearest Secondary Market: Dallas

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