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• This job is a member of the Global Sales Division within the HDQ Sales Operations & Development organization and reports the Regional Sales Manager. The role is also embedded in the Lead carrier regional sales structure and therefore also has a strong dotted reporting line to the LC Head of Sales for the region.
• As a JB Portfolio Manager (PM) you’ll support the Lead carrier representing a portfolio of accounts being the single face to the customer and champion American Airlines through a variety of activities. The role is critical in ensuring the successful execution of joint Sales programs, including American Airlines (AA) specific elements where applicable, delivery of revenue, spanet share or other targets in addition to other KPI’s and commercial outcomes for accounts represented by the Lead Carrier.
• The role will be accountable to help identify and action opportunities for those accounts, monitoring performance against agreed KPI’s and supporting with rest of world (ROW) business.
• The PM also acts as a brand champion for AA within the sales organization of the partner carriers, enabling “single face” selling and driving the necessary culture change over time. The PM acts as liaison with the partner’s sales leadership teams and HDQ stakeholders where appropriate. In addition, the PM has a deep understanding of AA products, services, programs, commercial strategy, distribution strategy, providing expertise, direction, and insights for the partner.

As noted above, this list is intended to reflect the current job but there may be additional essential functions (and certainly non-essential job functions) that are not referenced. Management will modify the job or require other tasks be performed whenever it is deemed appropriate to do so, observing, of course, any legal obligations including any collective bargaining obligations.

• Holds the Lead Carrier (LC) accountable for the delivery of the AA targets by leveraging relationships at a leadership level and with key frontline Account Managers
• Ensure that the LC gains all necessary expertise of AA’s products services and strategies.
• Identify and highlight opportunities for the single face LC managed portfolio of accounts
• Lead AA performance updates and agenda items on Regional Leadership Meetings
• Inputs in Business cycle as needed, and coordinates with all personnel related to the joint business within the LC and within AA
• Manage AA’s Non-Joint Business performance including reporting
• Support the leadership of LC’s Field Account Managers in developing account strategy and delivery against KPIs across all spanets for the single representation portfolios
• Provide LC Account Manager support with spanet insights for ROW, including competitive environment, portfolio opportunities and strategy
• Report on Account opportunities and plan to ensure AA’s activities are fulfilled and plans are on track
• Identify and report gaps and improvement opportunities to AA’s process owners (subject matter experts)
• Support with ROW pricing and deal terms as needed but educate LC over time
• Ensure AA’s distribution strategy is being promoted and applied according to plan
• Drive adoption of JBS model
• Act as a liaison to key stakeholders at AA’s HDQ i.e., Marketing, Distribution
• Ensure AA brand representation and messaging to accounts
• Support LC Account Managers through relationships with their leaders to reach account performance /success metrics and customer satisfaction targets
• Ensure LC Account Managers have a thorough understanding of AA’s products, network and brand where required.
• Coordinate and support with training for LC sales team on AA’s network and products

Minimum Qualifications- Education & Prior Job Experience

• Bachelor’s degree in relevant field or equivalent experience/training
• Over five years of Sales or Marketing experience preferred, with proven ability to close sales and build professional relationships.
• Experience of working in cross-cultural and multi-point of sale environments with airline and key corporate and agency partners
  

Preferred Qualifications- Education & Prior Job Experience

• Strong understanding of AA selling practices; field experience preferred
• Ability to work in a changing environment
• Be able to set strategy and lead/influence teams to execute
• Demonstrated ability to identify, recommend and implement business change
• Logical and commercially driven decision-making
• Have strong communication and collaboration skills, both verbal and written
• Be self-motivated

Skills, Licenses & Certifications

• Have strong creative problem-solving skills
• Have strong commercial acumen & analytical skills
• Have strong organizational skills
• Good knowledge of MS Office
• Have consensus building and negotiating skills
• Project coordination and/ or management skills
• Experience working with data to recommend change
• Experience working with data systems and/ or CRM data

From the team members we hire to the customers we serve, inclusion and diversity are the foundation of the dynamic workforce at American Airlines. Our 20+ Employee Business Resource Groups are focused on connecting our team members to our customers, suppliers, communities and shareholders, helping team members reach their full potential and creating an inclusive work environment to meet and exceed the needs of our diverse world.

Are you ready to feel a tremendous sense of pride and satisfaction as you do your part to keep the largest airline in the world running smoothly as we care for people on life’s journey? Feel free to be yourself at American.