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Specialist, Channel Sales - Japan TYO

Date: Feb 7, 2019

Location: Tokyo, 13, JP

Req ID: 27264

Please ensure you already have the legal right to live and work in Japan before submitting your application for this role.



Role Description:

Responsible for revenue generation through strategic sales and promotions with the assigned wholesalers/agencies.

Penetrates targeted market segments for maximum exposure and revenue generation, market share and achieving targets.

About The Job


Key Responsibilities & Accountabilities (including but not limited to)


  •  Calls on the assigned agency accounts and builds business relationship to gain long-term commitments to AA.
  •  Represents local and Asia/Pacific POS in negotiations and account meetings as appropriate.
  •  Leverages the AA Value Based Selling (VBS) framework, develops revenue share, identifies customer needs, identify and implement new accounts.
  •  Solves the current obstacles and shifts revenue shares from competitors to AA.
  •  Reviews and analyzes account performance and initiates corrective actions as necessary.
  •  Understands customers’ needs and follows up to fulfill their needs.
  •  Submits recommendations and suggestions on sales programs as well as AA product to Manager Sales.
  •  Makes recommendations concerning local advertising, displays, direct mail, FAM trips and other promotional material to support the sales effort.
  •  Calls on the assigned wholesalers/agencies and builds business relationship to gain long-term commitments to AA.
  •  Provides AA net fare recommendations as needed and obtains annual commitments with major wholesalers through Wholesaler Incentive Program (WIP).
  •  Participates in planning of package tours to promote AA and occasionally holds destination seminars.
  •  Reviews and analyzes account performance and achievement of WIP goals and initiates corrective actions as necessary.
  •  Implements and manages sales programs that would expand market share.
  •  With analysis of various sales performance and forecast reports, identifies revenue opportunities.
  •  SalesHub Compliance - Capture, track, resolve and monitor customer issues reported by customers, agencies and/or internal AA Sales Team members.
  •  Account Planning and QBR – Review and analyze account performance and Sales penetration.
  •  Performs ad-hoc projects and segment initiatives as required and supports sales promotions, customer events, marketing activities, etc.
  •  Joint Sales Calls with corresponding SSRs (managed accounts).
  •  New Business Leads – Submits Leads and, depending on the location, might maintain new business relationships with key agencies.
  •  Design, implement and manage Agency PSP programs. Monitor PSP performance and coach trade partner by using Agency portal.
  •  Coordinate a joint channel strategy to maximize JB revenue with JB partner.




Essential Job Qualifications:

- Excellent written and verbal communication skills in local language and English
- Strong negotiation, presentation and interpersonal skills
- Communicate effectively with all levels of external and internal customers
- Strong organization / planning, analytical and problem solving skills
- Strong computer skills including a solid knowledge of Microsoft Office functionality
- Demonstrate sound judgment and decision-making ability
- Self - motivated, and possess a positive attitude
- Position requires high flexibility and the ability to handle multiple priorities simultaneously
- Previous experience in sales, thorough knowledge of AA product / destinations.
- Able to build firm and good business relationship with corporate and agency accounts.
- Understanding and working knowledge of AA revenue and data systems and ability to develop account performance reviews and presentation.
- Ability and willingness to travel both domestically and internationally
- Flexibility and willingness to work outside business hours and at weekends as required
- Able to demonstrate effective communication skills and team work with Japan/Pacific and HDQ co-workers.



Location: TYO

Job Title: Specialist Channel Sales - Japan

Job Level: L2/3
Closing Date: February 21, 2019

Job Segment: Outside Sales, Advertising, Sales, Marketing

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