Specialist, Channel Sales

Location: Position may be located either in Toronto or Montreal.
Additional Locations: None
Requisition ID: 61055

**Intro**:
Are you ready to explore a world of possibilities, both at work and during your time off? Join our American Airlines family, and you’ll travel the world, grow your expertise and become the best version of you. As you embark on a new journey, you’ll tackle challenges with flexibility and grace, learning new skills and advancing your career while having the time of your life. Feel free to enrich both your personal and work life and hop on board

**Why you'll love this job**:
This Specialist Channel Sales position is responsible for managing business relationships with key Agency accounts within Canada for the Central Division Sales organization. The Specialist will manage a territory of 25-30 accounts. A successful Specialist effectively executes value-based selling, account strategy and the AA sales process. This role will primarily require acute account management skills while also the ability to sell and vet new business opportunities with a combination of face-to-face interactions, phone conversations, and video meetings with customers to discuss performance and generate business.

**What you'll do**:
Key competencies for a Specialist Channel Sales are:

- Preparation and execution of high quality sales calls.
- Ability to accurately diagnose known and unknown account business needs and translate needs into opportunities and appropriate offerings.
- Strong value based selling skills founded on business acumen and the ability to translate benefits into the customer’s business language to prove value.
- Strong negotiation skills that lead to mutually beneficial deals.
- Managing customer interactions via our CRM Tool (Saleshub).
- Effective leveraging toolbox items to increase mutual value and account penetration.
- The Specialist Channel Sales reports to a Regional Sales Manager and is expected to work with their Agency/Corporate counterparts to achieve combined results.

**All you'll need for success**:
**Minimum Qualifications
- Education & Prior Job Experience**
- Bachelor’s degree or equivalent experience
- 2-5 years of channel sales experience in a consultative sales environment.
- Excellent written and verbal communication and presentation skills required
- Understanding and execution of value-based selling required
- Strong prospecting skills required
- Strong account strategy development and execution skills required
- Ability to navigate and execute the AA sales process
- Proven success in an inside sales environment
- Microsoft Dynamics/Saleshub
- Highly developed interpersonal as well as organizational skills required
- Must be able to read, write, fluently speak and understand the English language. Some Travel required. French speaking is a plus.

**Preferred Qualifications
- Education & Prior Job Experience**
- Targets accounts based on total potential, likely profitability & probability of success. Prioritizes time on the right opportunities to maximize results. Maintains a sales funnel with opportunities to maximize productivity over the course of the year.
- Identifies key account decision makers and influencers. Understands the customer’s decision making processes and identifies each key decision maker’s individual issues and wins. Assesses the competitive landscape within the account. Sets account objectives and establishes a plan for achieving objectives.
- Defines the customer agreement or commitment sought for each call. Develops supporting materials and leverages analytic insights to achieve the call objective. Prepares well for the call, anticipating and addressing barriers.
- Understands the account segmentation strategy and customer profiles. Engages customers in discussion/diagnosis of account business needs (both known and unknown). Documents and validates customer needs prior to presenting solutions.
- Maintains expertise in both AA and alliance products and services, including oneworld and JB. Tailors the market offering to meet specific account needs. Communicates in a compelling way and provides proof of value to customer.
- Justifies price and prevents customer from seeing AA’s offering as interchangeable with competitors. Understands the price/value relationship of each component in an offering. Effectively closes deals while ensuring mutual value.
- Engages and leverages service and support channels within AA while personally providing the appropriate level of service. Collaborates with account services and support to identify new opportunities and needs.
- Prepares compelling summaries of actual value delivered to customers, while being transparent where value has exceeded expectations and where it has fallen short. Conducts discussions with customers to understand their point of view and increase mutual value.

**What you'll get**:
Feel free to take advantage of all that American Airlines has to offer:

- Travel Perks: Ready to expl