Sales Account Executive, Boston

How you'll help us Keep Climbing (overview & key responsibilities)

The Sales Account Executive is responsible for maximizing revenues and market share in Delta's coastal hub, Boston, and the greater New England territory focusing on premium revenue with Delta's most strategic travel agency and/or corporate customers. Primary responsibilities may include but not be limited to: building, maintaining, and managing agency and/or corporate relationships, contract and/or program negotiation and implementation, project management, account performance evaluation, and maintenance of agreements with key customer interfaces. Field Sales position will manage a portfolio of both corporate and agency accounts and will report to Regional Sales Manager - New England.

• The primary position objective includes the accountable and successful portfolio performance as measured by revenue growth, fair market share and volume metrics.
• Primary responsibilities include deepening customer relationship management, leading contract negotiation, developing and implementing strategic and tactical initiatives to drive market share and contract performance for all assigned accounts.
• The incumbent performs detailed analysis of data to determine opportunities and develop unique and customized strategies to drive revenue and performance.
• The Sales Account Executive is responsible for orchestrating team selling with internal departments, including Corporate and Agency Sales Development, Revenue Management, Sales Operations, Market Development and Sales Support Center.
• This position requires collaboration and relationship development with other Delta divisions in the locations listed above.
• The position will have responsibility for developing new business leads and cultivating a new business pipeline for revenue growth opportunities and engaging the Boston marketplace with community partners.
• This position will work closely to develop team selling strategies with other sales staff in other locations, including identifying local competitive trends and marketplace opportunities.
• The position requires frequent domestic and international travel, as well as some night and weekend hours.
• Performance analysis of incentive agreement to identify premium revenue growth opportunities with account; Delta / Joint Venture partners, and corporate sales stakeholder; Planning and implementing initiatives that support alliance partners; Maintaining high level industry knowledge including evaluating industry programs & practices to ensure Delta's competitive position; Presenting Delta and Joint Venture partners' key sales messages to large groups of account leadership and travel counselors as well as other Delta commercial teams.
• Corporate Sales Agreements are unique revenue sources which require dual direct daily contact with both segmented Travel Management Company and Corporate Travel manager. Absolute enterprise with current Delta business stakeholders which manage ancillary business contracts, e.g. charter sales, Airport Customer Service/Operations, Wheels Up, and Cargo.

• Competitive salary, industry-leading profit sharing program, and performance incentives
• 401(k) with generous company contributions up to 9%
• Paid time off including vacation, holidays, paid personal time, maternity and parental leave
• Comprehensive health benefits including medical, dental, vision, short/long term disability and life benefits
• Family care assistance through fertility support, surrogacy and adoption assistance, lactation support, subsidized back-up care, and programs that help with loved ones in all stages
• Holistic Wellbeing programs to support physical, emotional, social, and financial health, including access to an employee assistance program offering support for you and anyone in your household, free financial coaching, and extensive resources supporting mental health Domestic and International space-available flight privileges for employees and eligible family members
• Career development programs to achieve your long-term career goals
• World-wide partnerships to engage in community service and innovative goals created to focus on sustainability and reducing our carbon footprint
• Business Resource Groups created to connect employees with common interests to promote inclusion, provide perspective and help implement strategies
• Recognition rewards and awards through the platform Unstoppable Together
• Access to over 500 discounts, specialty savings and voluntary benefits through Deltaperks such as car and hotel rentals and auto, home, and pet insurance, legal services, and childcare

• Demonstrated track record of having managed a successful sales portfolio, as well as new business development.
• Strong ability to influence, demonstrated collaboration skills and excellent communication and presentation skills (both oral and written) are required.
• Demonstrated ability to analyze various data and apply findings to build action plans that drive revenue and facilitate achievement of performance objectives.
• A focus on diversity and equity; including the ability to successfully work with customers around the world and to be culturally aware of business conduct protocol.
• Strong public speaking skills, including experience in making product and services presentations to decision makers and group forums.
• Must be able to manage change with resilience and display tremendous drive and commitment.
• Strong skills in negotiation, time management, organization, planning, and be a self-starter.
• Must be available to work additional hours and/or days as needed, including weekends on occasion.
• Must be proficient in MS Office applications (Word, PowerPoint, Excel)
• Must be able and willing to travel to support assigned accounts.
• Must be able to work effectively in a virtual office with minimal supervision but also work well in a team environment.
• Embody Delta's culture of Integrity, Resilience, Care, and Servant Leadership.
• Must possess a current passport and have the ability and flexibility to travel and represent Delta at account meetings and industry functions both domestically and internationally.
• Must reside/relocate to Boston - metro area.
• Consistently prioritizes safety and security of self, others, and personal data.
• Embraces diverse people, thinking, and styles.
• Possesses a high school diploma, GED, or high school equivalency.
• Is at least 18 years of age and has authorization to work in the United States.

• Sales or account management experience
• Experience with B2B2C selling.
• Working knowledge of Delta and JV partner products and services.
• Knowledge of and experience with the Boston community, surrounding areas, and industries is preferred.
• In-depth knowledge of functional technology platforms including Microsoft Word, Excel, PowerPoint, Prism, Tableau, GDS, Salesforce CRM tool and other Systems.