• Job Description

  Req#: R-2024-42102

  Department:

  Southwest Business

  Our 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

  All of Southwest’s People come together to deliver on our Purpose; Connecting People to what’s important in their lives through friendly, reliable, and low-cost air travel. The Senior National Account Manager invests in our Purpose by representing Southwest Airlines in managing complex travel programs for large organizations with substantial spending on travel based in the United States. This role provides their Customers with account management support and insights on their travel program and leverages Southwest’s business travel products, programs, and services to help Customers achieve their goals . The Senior National Account Manager is a strong communicator who is excited to apply an entrepreneurial mindset to the corporate travel space and drive revenue for Southwest Airlines.

  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, 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.

  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

  Knowledge, Skills and Abilities

  • 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, 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

  Education

  • Required: High School Diploma or GED

  Experience

  • Advanced level experience, seasoned and specialized knowledge in:
    • Selling to a variety of organization/corporations
    • Airline, travel or hospitality marketing and sales
  • Preferred: Experience with booking tools, Global distribution systems, travel management companies, PRISM, and Sharepoint

  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 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
  • o 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

  Pay & Benefits

  Competitive market salary from $102,500 – $113,900 per year* depending on qualifications and experience, with opportunity for future pay increases based on performance and market movement. For eligible Leadership and individual contributor roles, additional bonus opportunities 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 annual Profit-sharing contribution toward retirement - when Southwest profits, you profit**

  • Explore more Benefits you’ll love: https://careers.southwestair.com/benefits

  *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

  ***Profit-sharing contributions are subject to plan’s vesting schedule and are made at the discretion of the Company.

  Southwest Airlines is an Equal Opportunity Employer.
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• About the company

  Southwest Airlines Co., typically referred to as Southwest, is one of the major airlines of the United States and the world's largest low-cost carrier.

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