Principal Airline Sales

6 months ago

New Delhi, India Sabre Full time

Job Family:
Sales

Sabre Corporation is a leading technology provider to the global travel and tourism industry. Headquartered in Southlake, Texas, USA, Sabre operates offices in approximately 60 countries around the world. At Sabre, we make travel happen. Positioned at the center of the business of travel, our platform connects people with experiences that matter in their lives. Today, Sabre is creating a new marketplace for personalized travel. It is our people who develop and deliver powerful solutions that meet the current and future needs or our airline, hotel and travel agency customers. Join our journey

Position Description:
The Principal Airline Distribution owns a portfolio of airline accounts and will be responsible for retaining & expanding GDS relationship with currently participating airlines in terms of content, price, margin (NEF / IPB), term of contract and renewal notifications. They will support IT opportunities, negotiate NDC commercial terms and capture content from non-participating airlines by creating new participation agreements with key airlines. They will also support multi-source aggregator solution. A key deliverable is also to drive airline adoption of GDS functionality that will help win agency business with new product sales, activation, support, problem resolution. All these activities will drive greater Sabre earnings and customer value through the value-based optimization program.

The Principal Airline Distribution will interact with key client stakeholders and be able to strike a balance between client expectations and Sabre Airline Distribution’s strategic objectives. The Principal Airline Sales owns all activities around his/her Accounts and is expected to be well versed in all commercial terms, maintenance and support needs, project delivery activities, timelines and project scope. The Senior Principal/Principal Airline Sales will:

- Responsible for driving new Distribution sales in Portfolio accounts.
- Understand clients' business and market challenges and be able to articulate Sabre Airline Distributions capabilities to address such challenges.
- Establish strong working relationships with key stakeholders, including C-Levels at client and within Sabre to either drive meaningful conversations, or facilitate such conversations.
- Engage the clients' executive stakeholders to provide input and comments around the Sales Plan.
- Drive Deal approval process internally to get alignment on deal proposals
- Establish regular business review sessions articulating the state of the account, strategic objectives, project progress and other key client performance metrics.
- Facilitate client participation in Sabre Holdings’ conferences to highlight future product strategies, roadmaps and or direction.
- Sales Support and manage sales pursuit as needed.
- Other Responsibilities_
- Solicit input from other stakeholder organizations when and if needed in the creation or ongoing management of the Sales Plan.
- Own client requests regarding change management and ensure applicable documentation, templates, processes and timelines are adhered to (Change Requests (CR’s), Work Orders (WO’s) Request For Information (RFI’s) and Request for Proposal (RFP’s).
- Ensure signed contracts are shared with key stakeholders to ensure timely billing, or for reporting activities.
- Register new sales opportunities (pipeline) electronically in Sales Force and ensure it is included in management reporting or sales forecasting activities.
- Maintain appropriate levels of involvement with client issues requiring resolution, including invoices, accounts receivables, service incidents.
- Participate and continue activities (sales enablement training and/or solution overviews) to enhance product knowledge and understand solution roadmap/s.

**Requirements**:

- Proven account management and sales generation skills required (minimum of 5 years) to create, maintain and enhance client relationships.
- Understanding of the airline business environment or experience in one or more of airlines distribution departments preferred.
- Understanding of the role of technology in solving airlines business problems.
- Strong analytical skills and problem-solving ability
- Proven leadership skills
- Extremely detail oriented
- Technical competence (understand networks, NDC, airline distribution etc.)
- Motivated, goal oriented, persistent and a skilled negotiator
- High level of initiative and have the ability to work well in a team environment
- Excellent written and oral communication skills
- Handle stressful situations and deadline pressures well
- Plan and carry out responsibilities with mínimal direction
- Bachelor’s degree or higher
- Ability to work closely with others at all levels both internally and externally in a highly professional and client service oriented manner

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