Job Description
The Specialist - Corporate & Agency Sales Development role is responsible for the development and management of corporate sales incentive programs and strategies designed to optimize revenue and grow market share for a portfolio of large corporate and travel agency accounts on the West Coast. This role serves as the primary day-to-day liaison between the front-line sales account management team and Delta’s commercial teams in support of all corporate and agency contracting related matters. In addition to preparing offers for contract renewals and customer RFPs, the role also regularly reviews account performance to identify opportunities to increase revenue, shift market share, reduce costs and improve business processes.
Duties and Responsibilities
Your main responsibilities in this role include the following:
Lead the analysis, optimization, implementation, and ongoing management of bespoke corporate and agency sales agreements, leveraging quantitative and qualitative data, and ensuring alignment with Delta’s commercial goals and priorities.
Analyze data from various sources and summarize findings into usable, action-oriented messages, communications, and presentations.
Liaise between divisions to achieve goals and solve problems, including but not limited to key stakeholders in Sales Operations, Market Development, Revenue Management, Network, and at Partner Airlines.
Partner with sales team to develop strategy and manage ongoing incentive programs catering to West Coast customers’ unique needs, strengthening the JV value proposition in the market.
Own key dashboards, reporting metrics, and analytical models used to measure performance of sales programs.
Support sales initiatives by attending external meetings and events on behalf of Delta with account managers, sales leaders, and customers.
Practices safety-conscious behaviors in all operational processes and procedures.
Job Requirements
Bachelor's degree in a business or analytical discipline and 1-3 years equivalent work experience.
General knowledge of Delta's network and competitive market position, pricing and inventory management, global airline partnerships, and Global Sales strategies, programs, processes, tools and infrastructure is highly desirable.
Excellent verbal and written communication skills, strong interpersonal skills, ability to influence others effectively and tell a compelling story to both internal and external audiences.
Solution-oriented, with the ability to navigate around roadblocks to success by leveraging strong relationships, effective communication, and creative solutions to both new and long-standing challenges.
Flexible and multi-task capable, with the ability to adjust priorities as needed, and to work collaboratively with others in a fast-paced, time-sensitive environment.
Excellent organizational and planning skills; must demonstrate initiative and ability to self-manage work tasks and projects, and the capacity to work independently with minimal instruction or supervision.
Possess business maturity, the ability to recognize and address problems with the appropriate sense of urgency, and a proven ability to make sound business decisions.
Ability to shift easily between strategic discussions and tactical executions and be comfortable working directly with and presenting to executives.
Strong analytical and PC skills; advanced level knowledge of Microsoft Excel, PowerPoint, and Excel are required, and previous experience with tools such as Salesforce.com, Prism/CDS, Tableau, Hyperion, and SAS/SQL are a plus.
Must be willing and able to travel as needed; position requires 1-2 overnight business trips per month.
Past travel industry sales/marketing experience and an understanding of negotiation strategy is a plus.
Previous experience with tools such as Salesforce.com, Prism/CDS, Tableau, Hyperion, and SAS/SQL are a plus.
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