What are the responsibilities and job description for the Mgr Field Sales position at Southwest Airlines?
Department:
Southwest BusinessOur Company Promise
We are committed to provide our Employees a stable work environment with equal opportunity for learning and personal growth. Creativity and innovation are encouraged for improving the effectiveness of Southwest Airlines. Above all, Employees will be provided the same concern, respect, and caring attitude within the organization that they are expected to share externally with every Southwest Customer.
Job Description:
Job Summary
Southwest firmly believes that our People are our greatest asset, and Leaders within the Company support our People by ensuring all have equal opportunity for learning and personal growth.
The Manager Field Sales influences and executes the strategic direction of the West Central National Accounts Sales Team in the West Central region through proficient hiring, training, coaching, and professional development of Account Managers and designated portfolio management. This role leads Teams in strategic account management to achieve sales metrics and drive sales revenue through establishing formal contractual partnerships, broadening awareness of Southwest Airlines corporate travel programs and services, and shifting share to Southwest Airlines. The Manager Field Sales is a strong communicator who has a passion for developing People and is excited to be part of meaningful and impactful initiatives and drive the future of Southwest.
Additional Details:
This role is offered as a remote workplace position, which may require travel for training, meetings, conferences, etc. Outside of those required visits, the majority of your working time may be spent in a remote location, away from our Corporate Campus. Please note, while this is a remote position, there is a limited group of states or localities ineligible for Employees to regularly perform their work. Those ineligible locations are: Alaska, California, Colorado, Delaware, Illinois, Iowa, Maryland, Massachusetts, Montana, New Hampshire, New Jersey, New York, North Dakota, Oregon, Pennsylvania, South Dakota, Vermont, West Virginia, Washington and Wyoming
U.S. citizenship or current authorization to work in the U.S. required and no current or future work authorization sponsorship available.
Southwest Airlines is an Equal Opportunity Employer.We continue to look for opportunities to reflect the communities we serve, and welcome applicants with diverse thoughts, backgrounds, and experiences.
Model the Southwest Way to
Guide and lead Team Members using SWA talent management practices to coach, develop, and engage Employees
Adhere to Company values and competencies to foster a Culture of inclusion, recognition, and support of a safe work environment
Invest in Leadership and self-growth through participating in continuous learning and development
Responsibilities
Manager Field Sales, must live in the territory that supports the West Central National sales team, which includes: Texas, Colorado, Kansas or Missouri
Leads team of 4-6 National Account Managers to drive incremental revenue and grow market share for ~200 National Accounts valued at over $100M in annual spend.
Grow Southwest Airlines market-share and incremental business with National managed travel programs, establish Southwest as a preferred carrier through formal agreements (RFP's, negotiations, long term contracts), produce high revenue-high yield business for Southwest Airlines, and offer Southwest fares and schedules through all channels of distribution, including SWABIZ, SGS, GDS, and other unconventional distribution tools that are in place
Influence and execute the sales strategy developed by Southwest Business Senior Leaders to exceed a revenue targets and achieve other success metrics
Successfully Lead Team in negotiating high yielding contractual agreements or terms of sales or service agreements with National Account Customers
Responsible for building collaborative cross functional relationships with Senior Management Team, Team Selling Leaders, and Commercial/Operational Teams to deliver expected sales results
Serve as the face of Southwest Airlines in business travel community in the markets within the portfolio including developing and presenting to large audiences at business travel initiatives and industry events
Demonstrates expertise understanding of all corporate sales programs, tools, policies, technologies and channels
Provides direction and motivates Team to execute strategic account management and position Southwest Airlines as the preferred partner of businesses and organizations
Responsible for achievement of regional Team sales metrics and revenue goals
Responsible for effective daily coaching and development of the team in strategic territory planning & management, sales reporting analysis, consultative sales and negotiating techniques, and strategic account engagement
Maintains a bench of talented and diverse potential recruits and leads interviewing and hiring of new Account Managers
Builds and facilitates sales training, onboarding, and recurrent curriculum including product knowledge, selling techniques, reporting, tools and processes
Builds collaborative and cross functional relationships with Senior Leadership Team, Direct Sales Leaders and other cross functional commercial or operational Teams to remove barriers and drive solutions to achieve expected sales results
Preparing and presenting monthly/quarterly, and annual territory analyses (future opportunities; short and long term), and reports to Senior Leadership
Ensure the direct report development through individual recognition, performance review, people leadership
Develop field sales action plans to facilitate the implementation of the regional sales programs
Establish sales objectives by projecting expected sales volume and forecasting and developing controllable sales quotas for territories and the region
Keep current with economic indicators, changing trends, supply and demand and competitors to maintain sales volume and product mix
Require weekly travel within the Regional Territory and Southwest Airlines headquarters, up to 75%, including overnight trips
Knowledge, Skills and Abilities
Ability to build and effectively Team of Account Managers who work together to exceed the goals of the National Accounts organization, and Southwest Business
Ability to work directly with Director and NAM Senior Managers to execute the sales strategy developed by the Senior Leadership Team through weekly 1:1 calls and monthly in-person meetings
Extensive knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems
Advanced ability to develop people to drive the best sales behaviors and results
Expert knowledge of travel industry trends and the competitive environment
Knowledge of strengths based leadership techniques
Advanced leadership, organizational, and portfolio management skills
Skilled in using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems
Skilled in managing portfolios to maximize the resources available to the Team while driving maximum revenue
Advanced ability to develop and implement strategic plans to measurably increase presence and influence decision-making in the account, elevate competitive position, create leveraged Customer results, and generate profitable revenue to achieve AOP revenue targets
Skilled in monitoring/assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action
Ability to listen, understand, and communicate ideas presented in writing and/or in speaking with others
Ability to be self-directed, self-motivated, and demonstrated experience providing ideas and solutions to develop regional Team and further business understanding
Ability to proficiently work with analytics Team selling partners to analyze data to identify value creating opportunities and developing trends to meet sales objectives and department goals
Ability to manage a regional budget that supports exceeding a revenue quota while ensuring low cost effectiveness
Ability to confidently present before the public and C-level executives, including but not limited to formal sales presentations and negotiations
Ability to comprehend and execute complex documents like RFP's, legal agreements, proposals, etc., with a high degree of accuracy
Preferred: Experience in Salesforce and Southwest Business Assist
Education
Required: High School Diploma or GED
Experience
Demonstrated experience in directly or indirectly leading team(s)
Fully functioning, broad knowledge in:
Selling or leading sales organization to large corporations (with an emphasis on F1000 and top privately held) and/or equivalent airline/travel/hospitality marketing/sales/leadership experience
Increasing market-share and product utilization through effective sales or marketing strategies and account management
Leading people, projects, or programs
Licensing/Certification
N/A
Physical Abilities
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
Other Qualifications
Must live in the territory that supports the West Central National sales team, which includes: Texas, Colorado, Kansas or Missouri
Must maintain a well-groomed appearance per Company appearance standards as described in established guidelines
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 possess a valid state motor vehicle operator's license
Must have flexibility to work long hours, including weekends, and travel up to 50% of the time, including some overnight stays
Pay & Benefits:
Competitive market salary from$124,550per year to$138,400per year* depending onqualifications and experience, with opportunity for future pay increases based on performance and market movement.For eligible Leadership and individual contributor roles, additional bonusopportunities are available and awarded at the discretion of the Company.
Benefits you'll love:
Fly for free, as a privilege, on any open seat on all Southwest flights (your eligible dependents too)
Up to a 9.3% 401(k) Company match, dollar for dollar, of your eligible pay, per paycheck**
Potential for annualProfitSharingcontribution toward retirement - when Southwest profits, you profit***
Explore more Benefits you'll love:
*Pay amount does not guarantee employment for any particular period of time.
**401(k) match contributions are subject to the plan's vesting schedule and applicable IRS limits.
***ProfitSharingcontributions are subject to plan's vesting schedule and are made at the discretion of the Company.
Southwest Airlines is an Equal Opportunity Employer.
Southwest Airlines is an Equal Opportunity Employer.
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