Global Account Manager - Corporate

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Find your future at United! We're reinventing what our industry looks like, and what an airline can be from the planes we fly to the people who fly them. When you join us, you're joining a global team of 100,000+ connected by a shared passion with a wide spectrum of experience and skills to lead the way forward. Achieving our ambitions starts with supporting yours. Evolve your career and find your next opportunity. Get the care you need with industry-leading health plans and best-in-class programs to support your emotional, physical, and financial wellness. Expand your horizons with travel across the world's biggest route network. Connect outside your team through employee-led Business Resource Groups. Create what's next with us. Let's define tomorrow together.

Key Responsibilities

The Global Account Manager is crucial in achieving business outcomes, managing high-profile corporate clients characterized by complex dynamics and considerable financial impact, with a portfolio exceeding +$100M in industry expenditure. They maintain a deep and comprehensive understanding of United's and the client's shared business objectives, crafting and implementing strategies and tactics to achieve these objectives. They continuously stay informed on industry trends and new technologies to create relevant value propositions and other selling strategies to skillfully match products and offers with the right customer opportunity. The global account manager skillfully exhibits a comprehensive grasp of the clients' travel habits, influential decision-makers' priorities, and travel management protocols. A key focus of the role is to drive business outcomes and maximizes program profitability through analysis, contract formulation, and comprehensive account management. They successfully engage with internal and external stakeholders and C-suite executives by developing a comprehensive understanding of customer relationships within a portfolio of accounts through detailed account mapping.

Drive Business Results Through Analysis and Strategy

Consistently achieve or exceed individual, and commercial sales goals through development and execution of strategic account plans. Identify business opportunities by leveraging customer insight reporting and conduct analysis to inform business decisions. Collaborate across internal departments and joint venture airlines partners to develop and implement customer-focused strategies to maximize sales / network potential with measurable results. Negotiate highly relevant agreements and manage program performance including coordination with sales colleagues, alliance partners and internal departments to ensure integration and measurable business results. Effectively navigate the client's organization to build relationships and credibility throughout the management hierarchy and across relevant divisions. Take the lead with JV carriers to develop and implement customer focused strategies.

Understand United's Unique Product Offerings and B2B Strategy

Demonstrate above average knowledge and understanding of United's expanding slate of products, services, and distribution capabilities. Develop deep understanding of the customer's business beyond travel, meeting, relocation and training program responsibilities. Expand knowledge of customer's core business, industry performance and individual traveler profile to maximize the partnership and drive loyalty to United. Continually embrace trends and technologies and take necessary training to become proficient. Identify the potential impact on United and our customers to incorporate related sales strategies. Implement sales and promotional programs that impact target markets. Attend and / or coordinates customer, industry and trade organization events / meetings serving as a brand ambassador and a thought leader in the travel buyer marketplace. Collaborates with Sales Strategy & Pricing team on data analysis, market intelligence, and to leverage input from internal stakeholders to create unique and innovative contractual and non-contractual client solutions. Responds to RFPs, conducts high quality account reviews, establishes high reaching but reasonable goals and consistently monitors and adjust plans to achieve goals.

Strategic Account and Deal Management

Positions self as a knowledgeable business advisor with customers. Broaden network across departments within the account's organization through account mapping. Understand the role and level of influence across the account's travel purchase ecosystem (Customer / Buyer, Travel Management Company, Individual Traveler, meeting planning department, relocation department, project desk, training department, etc.) Develop, facilitate, and re-negotiate contracts within changing business dynamics, ensuring mutual value received. Responsible for taking the lead on the delivery of United's commitments. Maintain CRM to reflect current and relevant account information including critical account information, account strategies, and tasks. Participates in high value activities such as executive joint calls, client forums, advisory boards, industry and company sponsored events to communicate our strategic objectives and further strengthen relationships and improve customer loyalty. Uses consultative value-based selling and leadership accessibility to build strong, enterprise relationships to establish United as a critical strategic business partner. Consults with travel managers to determine most effective traveler communication to support spend commitments, including but not limited to booking tool optimization, digital marketing and social media.

Qualifications

What's needed to succeed (Minimum Qualifications) : Bachelor's degree, 7+ years of sales / airline account management experience, advanced understanding of airline sales or travel industry sales, strong business acumen and financial aptitude, excellent time management skills with prompt external / internal communication and follow through, assertive, adaptive, results orientation with entrepreneurial mindset, proficient in key business computer applications (ex. MS Excel / PowerPoint / Word and Salesforce), travel within assigned territory with periodic travel to other destinations as required for internal and customer meetings, demonstrates flexibility and resilience in the face of change, with a strong ability to navigate uncertain situations effectively, actively seeks out information and knowledge shows initiative, business curiosity demonstrated by engagement with colleagues and stakeholders to explore diverse viewpoints and foster a collaborative environment that fosters innovative thinking, possesses strong leadership skills, 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) : MBA or advanced degree, CTE / GLP, experience leading or mentoring a team

United Airlines is an equal opportunity employer. United Airlines recruits, employs, trains, compensates and promotes regardless of race, religion, color, national origin, gender identity, sexual orientation, physical ability, age, veteran status and other protected status as required by applicable law. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions. Please contact JobAccommodations@united.com to request accommodation.