25 días de edad

Head of Global Airline Relationships

Airlines Reporting Corporation
Arlington, VA 22201
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  • código de trabajo
    200657868
Location: US-VA-Arlington | US-KY-Louisville | US-FL-Tampa
Job ID: 2022-2224
# of Openings: 1
Category: Customer Operations and Support


About The Role:

** ARC requires all employees to be vaccinated against COVID-19. We will consider medical and religious accommodations as required by law **

Do you have deep and trusted relationships with global airline executives across Distribution, Network Planning and Scheduling, Revenue Management, Sales, Marketing and Digital? Do you enjoy partnering with airlines to develop strategies that increase profits and deliver an improved customer experience?

ARC is looking for a Director of Airline Business Development and Customer Engagement. This leader will have full ownership and accountability of our global airline sales, customer management and carrier participation teams with the focus on delivering sustainable growth across the ARC Distribution, Financial Services, and Global Data portfolio.

You will be an integral member of ARC's Commercial leadership team, with responsibility for building and developing a high-performing airline sales and relationship management organization. Acting as a change agent that fosters innovation, you will develop new strategic perspectives and bring out-of-the-box thinking to inform ARC's product and service roadmap. We are seeking a passionate sales and relationship management leader who has a proven track record of developing and nurturing trusted relationships with airline executives, is an effective influencer, has a strong understanding of distribution, data and analytics trends, and is proactive in how they approach customers and value creation. Preference for someone with direct experience in the air travel or hospitality sectors, whether with a supplier, travel tech, or travel data and analytics organization or the software sector with experience in travel.

What You'll Get to Do:

  1. Value Creation: In collaboration with Product and Service leaders, develop the strategies for and lead efforts to grow revenue with airlines and other travel supplier organizations via the delivery of ARC's Data, Distribution, and Financial Services portfolio. This includes generating new business and renewals for both ARC and ARC-portfolio organizations. Perform ongoing customer and market analysis to identify top opportunities and solutions to customers' most pressing Distribution and Data challenges Identify opportunities to develop new revenue streams that deliver sustainable profit.
  2. Airline/Supplier Relationship Development and Management: Lead the development and/or strengthening of relationships with C- and Executive-level leaders across airline and other supplier organizations. Maintain a high level of engagement with VP and above level executives at strategic accounts, ensuring they have a broad understanding of the value ARC and ARC-portfolio companies bring to their organizations and educating them on ARC's innovative, trusted, and best-in-class Distribution, Data, and Analytics products and services. Ensure engagement across all ARC data and distribution strategic customer touchpoints is coordinated to ensure an effortless customer experience. Ensure customer account and engagement plans are being executed against and continuously updated.
  3. Market Intelligence and Insights: Establish a culture of intellectual curiosity among ARC's airline-focused teams. Serve as the voice of the airline and other suppliers within the organization, representing numerous key functions (including Sales, Distribution, Network Planning and Scheduling, Revenue Management, Digital, Marketing, Revenue Accounting to ARC's Executive Team, Product and Service leadership, Revenue Management, Marketing and Operations teams. Clearly articulate customer needs, product/service performance, enhancement opportunities, competitive threats, and emerging trends to appropriate internal audiences.
  4. Team Leadership and Development: Provide leadership to sales and customer management teams. Focus on driving a culture reflective of a strong commercial mindset and customer focus. Put in place and execute on plans to grow team' business acumen, career development, enterprise mindset, and focus on achieving customer and other business performance metrics.
  5. Leadership Alignment: Provide regular detailed status and activity reporting to the Executive Team and peers on customer activities. Collaborate with Product, Marketing, Revenue Management, and Operations leaders to ensure activities supporting customer success are aligned with the overall corporate strategy and meeting business objectives. Drive enhancements to the commercial model that increase service levels, bring new revenue streams, deliver sustainable profit as well as market share growth.


You'll Bring These Qualifications:

  • Minimum 15 years of progressive global senior executive leadership and sales experience preferably in the travel or software industry
  • Extensive understanding of the global market landscape including knowledge of key players, competitive landscape, trends, opportunities and challenges.
  • Strong background in the design and implementation of sales and business development plans in a growing organization
  • Proven experience selling at the C-level and driving negotiations to a successful close
  • Proven ability to influence cross-functional teams within a global, matrix organization.
  • Strong demonstrated capabilities building relationships with internal and external stakeholders to create customer value and scale in how it is delivered,
  • Executive presence; business acumen with strong oral and written communication skills
  • Ability and willingness to operate independently, aligned with cultural norms and in pursuit of customer and ARC business objectives
  • Self-starter with outstanding communication, leadership and relationship management skills.


What We Can Offer You:

  • Joining ARC means joining a team that is motivated, diverse, creative, collaborative and solutions-oriented. We think big, embrace challenges, and explore new ideas to lead the way for the travel industry.
  • Our employees value the hands-on learning and professional development opportunities that allow them to expand their skills and grow their career in new, dynamic ways.
  • ARC offers WorkFlex. WorkFlex is ARC's new work model, allowing employees in eligible roles to work virtually without set days in the office. ARC employees can work from the office, at home or any combination of the two. There will be times when it is important to gather in-person and WorkFlex employees will be expected to come into the office or another location, when needed.
  • We offer a highly competitive, comprehensive benefits package so you can worry less and focus on what truly matters.
  • By joining ARC, you will partner with top minds in the industry as we use data and technology to innovate how the world travels.

EOE M/F/D/V Females and Minorities Encouraged to Apply

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Posted: 2023-01-04 Expires: 2023-02-04

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Head of Global Airline Relationships

Airlines Reporting Corporation
Arlington, VA 22201

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