Strategic Account Manager

Guided by our purpose, core values, and leadership principles, we are creating an airline people love. Our corporate teams set the strategies and operational plans to ensure the success of our company. Whether we use our expertise in accounting, human resources, finance, planning, legal, marketing, or any of our operational divisions, our shared passion for travel and our guests is what motivates us to achieve excellence each day. If you share our passion for creating an airline people love, we want to hear from you. 

The Strategic Account Manager – Leisure Agency is the sole subject matter expert in the relationship and performance of a select portfolio of strategic agency partners that represent leisure channels (Wholesale, Tour Operator, Consolidator and Cruise) for Alaska Airlines (AS), Hawaiian Airlines (HA), and Horizon Air (QX). As an individual contributor, this role defines long-term strategy for their portfolio and exercises considerable latitude and initiative to drive incremental revenue, leveraging aspects of our commercial offerings and alliance partnerships.

• Establish and manage a high touch, close enterprise relationship with a targeted portfolio of strategic accounts that build on ongoing strategies in the marketplace.
• Negotiate complex agency contracts (from Wholesale, Tour Operator, Consolidator and Cruise channels), maximizing return to AS, HA, and QX while demonstrating the highest degree of professionalism and integrity.
• Manage and implement strategic sales plans and is accountable to deliver on key performance indicators (KPIs), ensuring Alaska and Hawaiian Airlines are well-positioned among its competitors and leverages its position in the marketplace.
• Apply expertise in data analysis to measure contract performance to ensure maximum revenues and share goals are attained.
• Strategize with Revenue Management and Network Planning to identify issues affecting customer performance with the objective of maximizing revenue opportunity.
• Collaborate with Marketing to create and implement campaigns to engage directly with agency customers.
• Serve as the lead subject matter expert in industry knowledge of customers’ business including core business, strategic direction, business objectives, major changes, initiatives, major competitors, and major partners.
• Make decisions on competitive activity within the agency community and suggest possible strategies to gain a competitive advantage.
• Lead the Customer 360-degree relationship at the enterprise level involving procurement and C-Suite executive level engagement.
• Represent Alaska and Hawaiian Airlines at industry, community marketing, and promotional events to include public speaking, participation, coordination, and activation.

Required

• 7 years of experience in outside sales, preferably agency sales, competitive sales environment, or related area.
• Bachelor’s degree, or an additional two years of training/experience in lieu of this degree.
• Must be able to work from the SeaTac, WA or Burlingame, CA office, or must reside within a reasonable distance of a West Coast airport served by Alaska Airlines to support business travel requirements.
• Proficiency with Microsoft Office applications (e.g., Word, Excel, PowerPoint, and Outlook).
• Excellent written, verbal and presentation skills.
• Travel (10% or more of the time) in support of your role.
• High school diploma or equivalent.
• Minimum age of 18.
• Must be authorized to work in the U.S.

Preferred

• Prior exposure to and use of travel industry data reporting sources such as ARC and PRISM.
• Familiarity with customer relationship management (CRM) tool Salesforce.
• Proven ability to work in an analytically minded, fact-based sales and account management environment.
• Experience in structuring and managing corporate and agency agreements using thorough understanding of current travel industry distribution models.
• Strategic thinker, demonstrating solid business acumen and negotiation abilities to secure customers and drive revenue in an ever-changing environment.
• Versatile team member that can work well as an individual or together with a small team, adapting to and thriving in an ever-changing, dynamic market.

Embody our values to own safety, do the right thing, be caring and kind, and deliver performance.

Pay will be based on multiple factors, including and not limited to location, relevant experience/level and skillset while balancing internal equity relative to other Alaska/Hawaiian/Horizon employees. Alaska/Hawaiian/Horizon is committed to fair, unbiased compensation along with competitive benefits in all locations in which we operate.

Note: We don’t typically hire at the top of the range.

Alaska Airlines, Hawaiian Airlines and Horizon Air pay and benefits can vary by company, location, number of regularly scheduled hours worked, length of employment, and employment status.

• Free stand-by travel privileges on Alaska Airlines, Hawaiian Airlines & Horizon Air
• Comprehensive well-being programs including medical, dental and vision benefits
• Generous 401k match program
• Annual bonus plans
• Generous holiday and paid time off
   

For more information about Alaska/Hawaiian/Horizon Total Rewards please visit our career site and view benefits.

Equal Employment Opportunity Policy Statement  

It is the policy of Alaska Airlines, Hawaiian Airlines and Horizon Air to comply with all applicable federal, state and local laws governing nondiscrimination in employment and to ensure equal opportunity in all terms, conditions, and benefits of employment or potential employment.   

We also prohibit discrimination and harassment against any employee or applicant for employment because of race, color, religion, sex, national origin, age, disability, veteran status, genetic information and other legally protected categories.  

We have established an EEO Compliance Program under Section 503 of the Rehabilitation Act of 1973 (“Section 503”) and the Vietnam Era Veteran’s Readjustment Assistance Act of 1974 (“VEVRAA”).  All applicants and employees are treated without regard to their race, color, religion, sex, national origin, disability or protected veteran status. In addition, we have established an audit and reporting system to allow for effective measurement of its equal employment opportunity activities.   

To implement this policy, we will: 

(1) Recruit, hire, train and promote qualified persons in all job titles, without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information and any other legally protected categories; 
(2) Ensure that employment decisions are based only on valid job requirements; and 
(3) Ensure that all personnel actions and employment activities such as compensation, benefits, promotions, layoffs, return from layoff, Alaska Airlines, Hawaiian Airlines and Horizon Air sponsored programs, and tuition assistance will be administered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information and other legally protected categories. 

Employees and applicants for employment will not be subjected to harassment, intimidation, threats, coercion or discrimination because they have engaged or may engage in (1) filing a complaint, (2) opposing any act or practice made unlawful by, or exercising any other right protected by, any Federal, State or local law requiring equal opportunity, including Section 503 and the equal opportunity provisions of VEVRAA, or (3) assisting or participating in any investigation, compliance evaluation, hearing, or any other activity related to the administration of any Federal, State or local law requiring equal opportunity, including Section 503 and the equal opportunity provisions  of VEVRAA. 

Government Contractor & Department of Transportation (DOT) Regulations 
Alaska Airlines, Hawaiian Airlines & Horizon Air are regulated by the Department of Transportation (DOT – regulations, 49 CFR part 40) and all applicants are advised that post-offer and/or pre-employment drug testing will be conducted to determine the presence of marijuana, cocaine, opioids, phencyclidine (PCP) and amphetamines or a metabolite of these drugs prior to any offer or employment or transfer into a safety-sensitive position. Failure to submit to testing or positive indications of drug use will render the applicant ineligible for employment with Alaska Airlines/Hawaiian Airlines/Horizon Air and any employment offer will be withdrawn.