• American Airlines Jobs | Specialist, Corporate Sales, Tel Aviv, Israel

    Location Israel

    Job Description

    The job is a member of the Offline and New Route team within the Sales Division. The roles on this team is responsible for a portfolio of corporate customers. The Specialist, Corporate Sales in most cases will be leading customer negotiations and account ownership, along with exploring new opportunities. Core responsibility will be for American revenue performance and future joint business partnership. Focus will be on increasing revenue, yield improvement and maximizing revenue share through ongoing business development, realizing revenue opportunities and building strong relationships with the customers at all levels including their stakeholders. The role will deliver improved revenue performance and relationships by executing upon American’s Value Based Selling (VBS) principles and strategy together with our future expansion of our joint business and in line with our agreed commercial dealing principles.

    Duties and Responsibilities

    Your main responsibilities in this role include the following:

    • To be the account lead on key corporate’s and lead customer negotiations

    • Engages customers in discussion/diagnosis of account business needs, both known and unknown. Documents and validates customer needs prior to presenting solutions

    • Tailor the market offering to meet specific account needs

    • To justify price and prevent customers from seeing AA’s offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering and effectively close deals while ensuring mutual value.

    • To deliver high impact presentations and reviews to senior management level corporate customers

    • To set account objectives and establish a plan for achieving objectives

    • To focus on driving new business/revenues by leveraging our network and position in the global marketplace

    • Develops broad, senior relationships throughout the customer base and at American

    • To support the Manager Sales, Israel on key ad-hoc projects and opportunities

    • Communicate in a convincing way and provides proof of value to the customer

    • To develop programs in conjunction with other AA stakeholders and manages performance goals by tracking account performance, conducting performance reviews to ensure targets are being met

    • To target accounts based on potential, likely profitability & probability of success.

    • To prioritize time on the opportunities to maximize results. Maintains a sales funnel with opportunities to maximize productivity over the course of the year

    • To effectively execute value-based selling, account strategy, planning.

    • To identify key account decision makers and influencers and understands the customer’s decision-making process, identifying each key decision maker’s individual issues and wins.

    • To assess the competitive landscape within accounts. Sets account objectives and establish a plan for achieving objectives.

    • To update the Customer Relation Management tool precisely about account strategy and development.

    • To define the customer agreement and commitment sought for each call. Develops supporting materials and leverages analytic insight to achieve the call objective.

    • To maintain expertise for both American and joint business partners’ products and services, including oneworld alliance products. To engage and leverage service and support channels within American and joint business partners while personally providing the appropriate level of service. Collaborates with account services, new business, channel sales and support to identify new opportunities and needs.

    Job Requirements


    • Bachelor’s degree or equivalent experience required

    • Proven experience of building and maintaining strong and effective relationships with key clients

    • Excellent territory and account planning that balances potential and achievability

    • Ability to accurately diagnose known and unknown account business needs and translate them into opportunities and appropriate offerings

    • Strong negotiation skills

    • Proven creative problem solving, with strong analytical and quantitative skills

    • Excellent written and verbal communication

    • Strong presentation skills

    • Solid knowledge of Excel, Word, PowerPoint

    • Excellent organizational skills and ability to work independently away from AA regional sales office

    • Self-motivated, and possess a positive attitude

    • Position requires high flexibility and the ability to handle multiple priorities simultaneously

    • Thorough knowledge of airline / travel industry and AA product / destinations

    Job Details

    Company: American Airlines

    Employment Type: Full-time

    Job Location: Tel Aviv, Israel

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