Account Executive, Corporate Sales

FUNCTION: Reporting to the Director, Corporate and Group Sales, the Account Executive, Corporate Sales is responsible for the delivery of their designated strategy, and implementation of sales and account management activities for Toronto, New York, and Washington, in order to meet company targets for growth and profitability.

JOB CONTEXT: The Account Executive, Corporate Sales will sell, grow, retain and maintain Porter market share, with an existing customer list, through the development of revenue channels with targeted and existing clientele as directed by the Director, Corporate and Group Sales.

DUTIES AND RESPONSIBILITIES:

• Sell, grow, maintain and adjust sales strategies by corporate account base in order to grow and maximize Porter Airlines load factors and profit (30%)

• With the support of the sales leadership team, leads, implements and manages account planning processes for all strategic and key accounts in both territories (15%)

• Ensures pipeline reporting, strategies, policies and procedures are in compliance with strategic direction as determined by the Director, Corporate and Group Sales (10%)

• Under the guidance and approval of the Director, Corporate and Group Sales, co-develop sales targets, account growth targets and budget requirements (5%)

• Maintains face to face relationships with strategic and key accounts (10%)

• Maintains market competitive intelligence to continually refine offer and to provide the Director, Corporate and Group Sales with appropriate analysis/in-sights to mitigate overall risk areas, and work with Revenue Management, Marketing, Call-Center, and Agency Sales departments to enhance management decisions (5%)

• Collaborates closely with the other sales functional areas, revenue management, marketing, and call-center departments to enhance management decisions (10%)

• Participates in applicable networking and industry events representing Porter, including some Charitable Support initiatives (15%)

BEHAVIOURAL COMPETENCIES:

• Concern for Safety: Identifying hazardous or potentially hazardous situations and taking appropriate action to maintain a safe environment for self and others.

• Teamwork: Working collaboratively with others to achieve organizational goals.

• Passenger/Customer Service: Providing service excellence to internal and/or external customers (passengers).

• Initiative: Dealing with situations and issues proactively and persistently, seizing opportunities that arise.

• Results Focus: Focusing efforts on achieving high quality results consistent with the organization’s standards.

• Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus.

QUALIFICATIONS:

• A minimum of 3 years of industry relevant procurement and/or strategic sales expertise

• Proven people leadership

• Goals, objectives and measurement oriented

• Field-based self-starting attitude with strong communication skills

• Working knowledge of CRM and/or SFA tools

• Knowledge of airline, travel agency sales, account management and industry relations practices

• Knowledge of client travel program optimization methodologies, measurement, training, change management, marketing channels to enhance Porter offerings, sales force effectiveness and tool development

• Working knowledge of all forms of payment used by agencies and corporate accounts

• Industry profile and relationships

• Post-Secondary education

LOCATION: 

• Billy Bishop Toronto City Airport - YTZ