American Airlines, Inc.
American Airlines, Inc., a global airline with service to over 330 cities in 54
counties worldwide and more than 6,700 daily flights, offers daily nonstop
services between Hong Kong and US effective June 2014. American is also a
founding member of the oneworld® Alliance.
We are seeking a very capable team member based in Hong Kong.
RECRUITE CODE:
JOB TITLE:
AMSC3
Account Manager Channel & Corporate Sales
Southern China
Please send your resume in English to Pacific HR Dep. American Airlines by e-mail to
Pacific.HR@aa.com please indicate the Recruit Code in the SUBJ box.
Only applicants selected for an interview will be contacted. No telephone inquiries,
please.
MAIN OBJECTIVES:

Plans, executes and coordinates sales activities and grow business opportunities
through penetrating targeted market segment within the designated territory.

Develops market awareness and sales distribution in Southern China.

Responsible for sales business strategy and implementation in major Southern China
cities through strategic alignment of sales efforts with BDM and other account
managers on corporate sales, channel sales, marketing and sales planning.

Represents AA’s business interests in Southern China while leveraging synergy with
sales teams within Greater China to drive revenue and share.

Is responsible for managing GSA/CTO in Guangzhou under guidance of Commercial
Director Hong Kong & Macao
Key Responsibilities: (Including but not limited to)

Responsible for revenue generation, sales activities & product awareness of AA through
strategic sales and promotions with corporate/channel accounts, vendors, associations and
organizations in Southern China, covering the provinces of Fujian, Guangdong, Guangxi,
Hainan, Guizhou & Yunnan.

Penetrates targeted market segments for maximum exposure and revenue generation to
build business relationships and gain long term commitments to AA.

Assesses sales opportunities and utilizes sales resources to maximize AA’s revenue
potential.

Makes recommendations on local advertising, displays, direct mail and other promotional
material to support the sales effort.

Manages sales leads, bid- tendering process, and agency deals in the sales territory,
negotiating where relevant and implementing contractual requirements in accordance with
market conditions and customer needs within the framework of AA policy

Coordinates with Sales support to ensure all contractual requirements are met and the
contact details for key customers are up to date.

Effectively uses AA management information reporting systems (SMARTS, VISION,
DATANET, etc.) to identify business opportunities through collaboration with HKG BDM and
account managers.

Prepares regular & ad hoc statistics and reports on Southern China through coordination with
BDM & HKG account managers

Responsible for developing Southern China business plans for key corporate customers,
agencies, etc.

Submits recommendations on strategies, plans & measures to maximize sales productivity as
well as effective use of allocated sales resources.

Maintains and develops new business relationships with key agencies and corporate accounts
to gain long-term commitments to AA.

Develops the business plans for the targeted market segments within Southern China.

When designated, represents AA or accompanies Commercial Director Hong Kong & Macao
to attend major business functions and meetings.

Reporting to Commercial Director Hong Kong & Macao, manages GSA/CTO in Southern
China and supports development and implementation of sales strategy and initiatives in the
territory.

Focuses on developing premium and corporate sales in Southern China by working closely
with account managers and BDM in Hong Kong.

Reviews and analyzes sales data & reports fro assesses revenue performance. Identifies
areas in need of improvement and proposes actions in a timely manner.

Performs ad-hoc projects or tasks as required or given.

Analyzes sales leads or business opportunities in Southern China to formulate strategies that
drive incremental revenue, specifically of premium/corporate sales on AA transpacific
services.

Takes local ownership of AA’s global and regional accounts and liaises with account
managers, HKG BDM, and Regional BDM to ensuring American’s best interests are served
from a local and global perspective.

Identifies new revenue streams that compliment the core interline business including specific
focus on American’s international network.

Develops and maintains close working business relationships with key decision makers, travel
managers and key frequent flyers of major global and regional corporations in Southern
China.

Conducts regular business reviews with key customers ensuring opportunities are maximized
and corrective action taken for any negative revenue gaps.

Manages, coordinates and negotiates customer RFPs independently or in conjunction with
HKG BMD, on-line counterparts and regional managers.

Actively participates in joint initiatives with on-line sales teams and business partners including
oneworld and JB partners in Southern China.

Represents American at key trade and business events as required.
Core Competencies, Skills & other requirements :
-
Strong leadership and sales experience with exceptional negotiating skills and the ability to
handle multiple priorities simultaneously
-
Willingness to work extra hours and travel when needed
-
Takes Hong Kong employment with unconditional capability to base or work in Southern
China
-
Excellent computer skills with specific knowledge of Microsoft Office functionality
-
Highly self-motivated with ability to work independently and must be committed to teamwork
-
Ability to adapt company initiatives to meet local market conditions
-
Able to analyze and clearly communicate account’s revenue and share performance
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Excellent interpersonal skills
-
Excellent command of English, Mandarin and Cantonese at native or near native level is a
must