Senior Director, Strategic Accounts

Location: Chicago, Phoenix or New Jersey


Reports to: VP of Strategic Accounts and Corporate Direct
 
The SDSA is responsible for managing the end-to-end TMC client relationship; establishing Senior Executive (VP through "C" level) contacts; retaining and growing the core revenue base; driving new sales by proactively penetrating the TMC’s corporate account base; identifying new business opportunities; maintaining overall customer satisfaction; developing and executing a collaborative strategic account plan with the assigned TMC; and acting as a communication feedback channel for Galileo product development, marketing and management.

Key components of this position are selling and managing the assigned TMC to reach revenue and profit goals.  This includes the proactive development and operationalization of long range plans to achieve growth and profitability objectives for an increase in same store sales and new business acquisition.  The job requires the skill to handle multiple priorities, a high degree of flexibility, and the capacity to lead and work well with others in a team environment.  The SDSA must take initiative and work well under pressure in a fast-paced, dynamic environment.
 



Selling:

? Lead team to develop strategic plans for assigned TMC, increasing segment revenue and promoting Galileo products to increase same store sales
? Participate in deal structuring and negotiations of TMC contract
? Oversee and support delivery of a Quarterly Business Review process
? Drive corporate account acquisition in concert with the corporate direct sales staff
?Identify and set specific targets for conversion business
? Stay abreast of competitive activity to identify trends and opportunities, and develop strategic direction for the TMC managed
? Own corporate direct sales responsibility for large-cap space. Manage forecasting for corporate direct initiative on behalf of entire MNA portfolio
 
Managing:
? Must have experience leading teams with quota responsibility and demonstrated success in achieving sales team targets
? Clarifying team goals, processes, and measures Manage a sales staff for the day to day operations and account relationship
? Enable WTP to win more business by embedding Galileo as a key differentiator to their value prop
? Review account acquisition strategy
? Identify “Value-added opportunities through QBR process
? Monitors and reports TMC sales channel activity on a monthly basis
? Manage corporate direct sales activities

? In depth knowledge of travel industry and strategic accounts; has expert knowledge of sales processes and systems.? Is both a catalyst and driver of fundamental long term strategic change to transform the Company and the relationship with AMEX? Proven success in meeting quota and managing sales organizations? Highly effective, persuasive and artful communicator? Superior written and verbal communication and presentation skills? Comprehensive travel industry knowledge and networking contacts? Demonstrated experience in business process development, review and implementation? Demonstrated active listening skills, highly consultative and solutions-oriented? Ability to interact with various management levels, including senior staff? Results oriented? Ability to multiple task and manage deadline oriented projects simultaneously? Sales and preferably, account management/development knowledge and experience? collaborative decision-making ? conflict resolution  Education: 
BA/BS in Business or related field experience