Account Executive, Agency Sales Eastern Region

7 months ago

Toronto, Canada Porter Airlines Inc. Full time

Job Summary:
This position reports to the Manager, Agency Sales. The Account Executive is responsible for selling, maintaining and retaining Porter market share in the marketplace with key preferred agency partner accounts. The Account Executive will align their objectives with the overall objectives of the Agency Sales organization.

Ce poste relève du directeur, ventes des agences. La personne titulaire du poste est responsable de vendre, de maintenir et de conserver la part de marché de Porter auprès des principaux comptes d’agences partenaires privilégiées. Elle harmonisera ses objectifs avec les objectifs généraux de la fonction des ventes des agences.

Duties & Responsibilities:

- Primarily responsible for managing revenue performance with preferred travel agency partners in Canada and the US
- Sell, maintain and adjust channel strategies by market/region/segment in order to grow and maximize Porter Airlines load factors and profit.
- Actively promote the Porter Escapes packaged product to preferred travel agency partners at all counsellor training sessions, conferences, and tradeshows.
- Review the monthly performance of all assigned preferred agency clients.
- Conduct regular quarterly business reviews with each account to ensure contract compliance and delivery of targeted segments and sales revenue.
- Effectively renegotiate preferred agency agreements’ targeted segment/revenue goals and terms & conditions in conjunction with Manager, Agency Sales.
- Implement process improvement, training, communication, change management tools and support mechanisms necessary to effectively increase Porter load factors and profit at agency point of sale including (but not limited to) industry relations, account management, operations, IT, etc.
- “Upsell” and “Cross-sell” where applicable, preferred travel agencies to other Porter products and services.
- Maintain face to face relationships with strategic and key account to bring forward customer feedback and recommend product enhancing solutions.
- Maintain Porter contract tracking mechanisms and analyze booked and flown data in order to enhance market strategies.
- Oversee commission, productivity incentives, override thresholds and applicable reporting for Manager, Agency Sales approval
- Collaborate closely with the other corporate functional areas including, corporate and group sales, finance, revenue management, marketing, call-center departments to enhance management decisions.
- Provide competitive intelligence to senior management for better decision making.
- Participate in applicable industry events representing Porter.
- Maintain regular face to face meeting schedules as required with Porter HQ staff in Toronto.
- Maintain strict adherence to Porter Code of Ethics and Business Conduct.
- Actively participate in Porter’s Safety Management System (SMS) including reporting hazards and incidents encountered in daily operations; understand, comply and promote the Company Safety Policy.
- Any other duties as requested by Manager, Agency Sales.
- Gérer le rendement en matière de revenus avec les agences de voyages partenaires privilégiées au Canada et aux États-Unis.
- Vendre, maintenir et ajuster les stratégies de canaux par marché, région et segment afin de croître et de maximiser les facteurs de charge et les profits de Porter Airlines.
- Promouvoir activement les forfaits Évasions Porter auprès des agences de voyages privilégiées lors des séances de formation des conseillers, des congrès et des salons professionnels.
- Examiner le rendement mensuel de tous les clients attribués des agences privilégiées.
- Effectuer des examens trimestriels périodiques pour chaque compte afin d’assurer la conformité aux contrats et l’atteinte des segments et du chiffre d’affaires cibles.
- Renégocier efficacement les modalités et les objectifs ciblés des ententes avec les agences privilégiées en matière de revenus et de segments, en collaboration avec le directeur, ventes des agences.
- Mettre en œuvre les outils d’amélioration des processus, de formation, de communication, de gestion du changement ainsi que les mécanismes de soutien nécessaires pour accroître efficacement les facteurs de charge de Porter et les profits au point de vente de l’agence, y compris (sans s’y limiter) les relations avec l’industrie, la gestion des comptes, l’exploitation et les TI.
- Effectuer des « ventes incitatives » et des « ventes croisées », le cas échéant, auprès des agences de voyages privilégiées vers d’autres produits et services de Porter.
- Entretenir des relations en personne avec les comptes stratégiques et principaux pour présenter les commentaires des clients et recommander des solutions d’amélioration des produits.
- Maintenir les mécanismes de suivi des contrats de Porter et analyser les données sur les réservations et les vols afin d’améliorer les stratégies de marché.
- Superviser l

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