Sr. National Account Manager - HOU

Southwest Airlines • Houston, TX

17h • Remote

About The Position

As a Sr. National Account Manager supporting the Southwest Business Sales Team in Houston, Texas (HOU), you’ll collaborate with Southwest Business Teams to drive revenue growth across your assigned territory through strategic and face to face customer engagement. You’ll build strong relationships with key customers, negotiate preferred carrier agreements, and execute data driven territory strategies designed to increase market share and shift share from competitors. This role will need to maintain a deep understanding of Southwest Business products and tools, identifying opportunities to leverage them in ways that influence traveler behavior and generate incremental revenue. You’ll also play a critical role in educating Corporate Travel Managers on Southwest’s ongoing transformation and how those changes impact their travel programs—helping strengthen partnerships and position Southwest as the carrier of choice.
Additional Details
This Houston, Texas (HOU) based role is offered as a remote workplace position, which may require travel for trainings, meetings, conferences, etc. Outside of those required visits, the majority of your working time may be spent in an approved remote location within the Houston, Texas (HOU) area.
U.S. citizenship or current authorization to work in the U.S. required and no current or future work authorization sponsorship available.
We’re committed to fair hiring practices and to making employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age, military or veteran status, disability, genetic information, or other legally protected characteristics.

Requirements

• Knowledge and understanding of sales principles including sales strategies and tactics, product demonstration, sales techniques, and sales control systems
• Ability to apply principles and processes for conducting needs assessments, meeting quality standards for services, and evaluating Customer Satisfaction
• Skilled ability to listen, understand, and communicate ideas presented in writing and verbally
• Knowledge in public speaking (speeches and panel discussions) as well as presenting to Senior Level executives
• Ability to deliver creative Customer solutions within the resources of the Team
• Advance skill in utilization of CRM Platforms (Salesforce and PRISM, preferred)
• Advanced knowledge of all airline distribution tools and multichannel distribution strategies (i.e. SWABIZ, Southwest Partner Services, GDS, and other unconventional distribution tools), as well as the suite of business travel products and services
• Advanced ability to be self-directed and resourceful to accomplish all position responsibilities with minimal direction, including the ability to work from a home-based office
• Advanced ability to effectively build an annual territory plan that identifies the revenue opportunity to achieve goals and manages the plan to ensure time, resources, and budget are best utilized to meet or exceed goals
• Knowledge in Team Selling environment by leveraging sales analytics, inside sales partners, sales operations, and Leadership
• Advanced knowledge in understanding and leverage selling techniques, behaviors, and approaches within the sales call to develop and implement strategic plans to measurably increase presence, influence decision-making in the account, elevate competitive position, create leveraged client results, and generate profitable revenue
• Ability to work on cross functional commercial Teams (Revenue Management, Network Planning, Marketing) to execute agreements and socialize new business opportunities for Southwest
• Highly skilled to analyze data to identify value creating opportunities to meet sales objectives and department goals
• Ability to clearly understand the Customer/buyer role, responsibilities, and success metrics, and the intermediaries (channels, TMC, technologies) involved in the travel buying process and leverage insights to influence the buyer's decision
• Required: High School Diploma or GED
• Advanced level experience, seasoned and specialized knowledge in: Selling to a variety of organization/corporations Airline, travel or hospitality marketing and sales
• Ability to perform work duties from [limited space work station/desk/office area] for extended periods of time
• Ability to communicate and interact with others in the English language to meet the demands of the job
• Ability to use a computer and other office productivity tools with sufficient speed and accuracy to meet the demands of the job
• Must be a U.S. citizen or have authorization to work in the United States as defined by the Immigration Reform Act of 1986
• Must be at least 18 years of age
• Must be able to comply with Company attendance standards as described in established guidelines
• Must meet confidentiality expectations as to confidential, proprietary and sensitive Company information o Air travel with frequent overnight stays required o
• Ability to work extended hours as needed

Responsibilities

• Maximize Southwest Airlines market-share, generate incremental revenue, and exceed performance targets with corporations managing global travel programs
• Utilize “controllable behaviors” metrics to achieve quarterly sales goals
• Establish Southwest Airlines as a preferred carrier through formal agreements (RFPs, negotiations, long term contracts) and produces increased business with high yielding revenue
• Conduct quarterly business reviews to keep Customers accountable to terms of agreement and holds frequent, focused meetings to accomplish program objectives
• Establish deep (3x3) relationships with accounts as part of the sales process
• Serve as an industry expert with Customers, vendors, and industry partners/organizations to influence travel buying decisions
• Collaborate with internal and external colleagues on selling strategies, data and market analysis, and engagement strategies
• Consult with Customers to resolve problems and provide ongoing support
• Identify opportunities and needs and aligns recommendations and solutions that increase revenue
• Create thought-out territory strategies, business plans and sales tactics by analyzing historical trends, forecasting projected business, evaluating areas of increased revenue, examining competitor strengths and weaknesses, and reporting on market activity
• Drive revenue growth, contract compliance, and loyalty engagement through customized strategic campaigns
• Excel at maintaining timely, accurate records regarding Customer interactions, initiatives, and programs in CRM system
• May perform other job duties as directed by Employee's Leaders

Benefits

• Fly for free, as a privilege, on any open seat on all Southwest flights (your eligible dependents too)
• Southwest will help fund your 401(k) retirement savings with Company contributions up to 9.3% of your eligible earnings
• Potential for annual ProfitSharing contribution in the Southwest Retirement Savings Plan- when Southwest profits, you profit
• Competitive health insurance for you and your eligible dependents (including pets)
• Southwest offers health plan coverage options that start from the very first day of employment. You will have 30 days to select and enroll in your health plan with coverage retroactively available to your first day of employment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED