Sales Manager - Multi-Channel Agencies

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Description

About the Job

The Multi-Channel Agencies Sales Manager is responsible for managing and growing a portfolio of strategic travel management company relationships across multiple channels, representing $10M to $100M+ in annual GDS or non-GDS revenue. Serving as the primary commercial point of contact, the role builds strong relationships with headquarters, regional, and senior-level stakeholders to drive revenue, increase share, strengthen customer satisfaction, and maximize return on investment. Focus is on developing and executing data-driven account strategies, identifying new sales opportunities, negotiating incentive and contractual agreements, and managing customer programs and investments, including co-op and travel funds. The role also advances United’s commercial and distribution priorities by facilitating adoption of modern retailing capabilities, including NDC through preferred distribution channels, while driving compliance with United’s Book & Ticketing policy. Through strategic account management, customer engagement, analytics, and effective use of sales tools and incentives, the Sales Manager improves account performance and delivers sustainable commercial results.

Key Responsibilities

• Build and maintain strong, long-term customer relationships, serving as the primary commercial point of contact for assigned accounts.
• Identify, develop, and close sales opportunities that drive revenue growth, increase share, strengthen customer retention, and expand product adoption.
• Analyze customer travel behavior, booking patterns, and account performance to identify growth, upsell, cross-sell, and optimization opportunities.
• Develop tailored sales strategies, proposals, and business solutions leveraging historical performance, customer insights, market dynamics, and promotional opportunities.
• Lead contract negotiations and renewals, develop pricing and commercial recommendations, and deliver account performance reviews that strengthen customer partnerships and maximize business results.
• Conduct in-depth analysis and high-quality account reviews, establish challenging yet achievable performance goals, and consistently monitor progress against key objectives.
• Proactively monitor account health, identify performance gaps and retention risks, and implement corrective strategies to improve results.
• Forecast revenue and performance trends, evaluate profitability drivers, and translate insights into actionable strategies that support account planning and commercial decision-making.
• Benchmark customer performance against relevant industry and peer metrics to identify opportunities and strengthen overall account performance.
• Navigate complex customer organizations to build relationships, influence decision makers, and establish credibility across senior leadership and key functional areas.
• Create and deliver compelling, executive-level presentations and business reviews, positioning United as a trusted advisor and strategic business partner.
• Collaborate across internal stakeholder groups, including Corporate, Military/Government, Digital Sales, and other teams, to align strategies and maximize commercial opportunities.
• Leverage executive engagement, joint customer calls, advisory boards, industry forums, and company-sponsored events to deepen strategic relationships and advance business objectives.
• Provide day-to-day leadership and oversight of the assigned portfolio, while providing functional direction to support teams to ensure alignment, execution, and achievement of commercial goals.

Note: This position provides a remote work arrangement, with preference towards candidates living within 50 miles of a United Airlines hub location (Chicago, Houston, Dulles, Newark, Denver, Los Angeles, or San Francisco). Travel required up to 50% of the time (both domestic and international).

Qualifications

Minimum Qualifications

• 2+ years of experience in sales, account management, customer relationship management, or a related commercial role
• Experience in B2B2C marketing and selling
• Strong foundational understanding of airline sales, travel agency sales and corporate travel management practices
• Demonstrated skills in customer relationship management, account management, sales management, and commercial negotiation
• Experience analyzing customer data, booking trends, and market opportunities to support revenue growth
• Strong communication, partnership-building, and contract management capabilities
• Strong analytical and negotiating skills
• Ability to create and deliver exceptional client or executive-facing presentations
• Working knowledge of new distribution capabilities (NDC) and content aggregators
• Reliable, punctual attendance is an essential function of the position
• Successful completion of interview required to meet job qualification
• Must be legally authorized to work in the United States for any employer without sponsorship

Preferred Qualifications

• 4+ years of experience in sales, account management, customer relationship management, or a related commercial role
• Experience with competitive intelligence and business intelligence reporting
• Proficiency in data visualization and presentation storytelling
• Experience supporting customer experience management initiatives
• Background managing strategic partnerships or agency sales relationships
• Demonstrates an understanding of the capabilities and limitations of generative AI tools and effectively leverages them to support research, analysis, content creation, and problem-solving. Apply critical thinking to validate AI-generated outputs while adhering to organizational policies for responsible AI use, data privacy, and security.

The base pay range for this role is $78,755.00 to $102,598.00.
The base salary range/hourly rate listed is dependent on job-related, factors such as experience, education, and skills. This position is also eligible for bonus and/or long-term incentive compensation awards.

You may be eligible for the following competitive benefits: medical, dental, vision, life, accident & disability, parental leave, employee assistance program, commuter, paid holidays, paid time off, 401(k) and flight privileges.

United Airlines is an Equal Opportunity Employer. We recruit, employ, train, compensate, and promote without regard to race, color, religion, national origin, gender identity, sexual orientation, disability, age, veteran status, or any other protected category under applicable law. We provide reasonable accommodations for applicants and employees with disabilities. To request an accommodation, contact JobAccommodations@united.com