Director - National Accounts - Etihad Airways - New York

Job description
The purpose of this role is to refine, agree and implement the sales strategy related to TMC, OTA, Corporate accounts and consolidations which is in line with Etihad business objectives. This role will also be responsible for aligning the sales team to optimise effectiveness; and to establish and monitor cutting-edge policies, procedures and performance management techniques.


The Director of National Accounts will inspire the team to generate increased levels of premium revenue and high-end yielding traffic from the segment of business that Etihad chooses to operate across the EY network. Leading a sales team based in the corporate office in NYC, the position holder will need to establish credibility amongst the functional head office groups. In addition, the position holder will need to place a strong focus on engendering a positive sales culture throughout the team.

Effective sales and distribution systems and procedures will need to be defined and implemented in a consistent fashion across all of the sales channels. Robust analytical appraisal and performance management measures will need to be implemented and regularly monitored to assess progress against ambitious targets and deadlines.

Review and report on past and future business performance, identify trends and resulting opportunities from analysis of past and forecast business performance.
Ensure the structure and composition of the team reporting into General Manager USA is relevant and appropriate for the business’s future needs.
To be a significant influencer in the team’s future direction working closely alongside other key members of the North American sales team.
Lead and inspire the sales, marketing and revenue teams to deliver required results.
Display a full understanding of the company’s market position, consumer trends, and competitors’ positioning, by continual analysis of market data to ensure that competitive edge is maintained.
Attend key client and industry events maximising on every networking opportunity and to build on existing and develop new business contacts.
Develop and manage sales budgets, and oversee the development and management of internal operating budgets and costs.
Research and develop strategies and plans which identify marketing opportunities
Implement effective processes and focus the team’s effort towards short, medium and long term revenue generation.
Coordinate a focus on the top TMC, OTA, Corporate accounts and consolidations both global (USA, Canada) and National accounts to maximise revenue
Monitor market, product and client trends, and competitor activity, in order to identify challenges and opportunities.
Direct and lead global distribution, central reservations and internet technology

Desired Skills and Experience
Educated to Bachelor’s degree or above with an economic or commercial background, strong numerical skills and experience in use of analytical information and call planning systems
6- 8 years airline experience of which at least 3-4 years at management level experience in trade, corporate and direct sales, revenue management and planning processes
Proven track record of achievement & management in airline sales in the corporate and leisure/trade segments
Experience of working in more than one market handling sales is preferable
Management of client relationships
Familiar with professional/trade organisations related to corporate travel

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