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Specialist, Channel Sales - Jamaica KIN

Date: Sep 11, 2019

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Location: Kingston, Jamaica
Requisition ID: 32075 

 

Overview

Join us for a career with endless possibilities.

Looking for a job where a passion for innovation, a culture of teamwork, and opportunities for growth are valued and rewarded? You’ve come to the right place.

 You don’t have to be an airline enthusiast to join American Airlines. It takes more than cool planes to keep us ahead of the curve, and thanks to our team of behind the scenes professionals, we do just that. As the largest airline in the world, American Airlines is in the business of serving the global travel needs of our customers. At the core of the Company is our commitment to each customer and each team member. We are dedicated to developing and delivering what our customers value and are willing to pay for. Customer-centric planning, innovative marketing, and an exceptional customer experience are supported by a cadre of talented people.

 What does it take to join us? We’re glad you asked! We expect exceptional skills in your discipline and a dedication to being the best as we relentlessly pursue our goal of being not just the largest airline in the world, but also the best airline in the world.

 Fortunately, we’re building on almost a century of innovation and firsts in our industry – and we plan to continue that tradition of excellence.

 

About The Job

The job is a member of the Sales team within the LATAM Division. This position will be responsible for share growth and new account acquisition for agencies located in Jamaica who focus on ethnic, leisure, and corporate business.  The Specialist Channel Sales manages 15-30 specialty agencies with typically $100K – 10 million in annual booking revenue. A successful Specialist Channel Sales has a deep understanding of the market place and coordinates with different departments to initiate pricing or product actions. The Specialist Channel Sales will travel regularly to meet face to face with customers.

The Specialist Channel Sales reports to a Manager Sales (Caribbean Sales Manager) and is expected to work with business counterparts and Specialists Specialty Products to achieve combined results. In addition, it will be critical for the Specialist Channel Sales to leverage service channels to handle a vast majority of account support needs.

 

Qualifications

Key competencies for a Specialist Channel Sales are:

  • Excellent territory and account planning that balances potential and achievability,
  • Ability to accurately diagnose known and unknown account business needs and translate needs into opportunities and appropriate offerings,
  • Strong value based selling skills founded on business acumen and the ability to translate benefits into the customer’s business language to prove value,
  • Strong negotiation skills that lead to mutually beneficial deals, and
  • Effective leveraging of value delivered to increase mutual value and account penetration.

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 analytic 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 known 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 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.
  • 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.
  • 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

Required Qualifications:

  • Bachelor’s degree or equivalent experience required
  • 5-8 years successful B2B sales experience and/or industry experience in ethnic/cruise/specialty travel markets
  • Excellent written and verbal communication and presentation skills required
  • Understanding and execution of value-based selling required
  • Strong Multi-cultural skills required.
  • Strong ability to collaborate with business counterparts
  • Skilled understanding of pricing
  • SABRE
  • PowerPoint/excel/word
  • Excellent analytical and organizational skills

ALL APPLICANTS MUST HAVE LEGAL RIGHT TO LIVE AND WORK IN JAMAICA AT TIME OF APPLYING. 
Requisition ID: 32075 


Job Segment: Sales

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