VP, Business Development – Airline

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November 11

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Accommodations Plus International

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Travel • Technology • Transportation

Accommodations Plus International is a company dedicated to providing efficient layover experiences for airline crew members through integrated technology and services. They operate a global network, sourcing accommodations from over 600,000 hotel partners worldwide and offering 24/7 customer support. Their proprietary solutions cater to the unique needs of air and rail travel, ensuring seamless operations in hotel booking and crew management.

201 - 500 employees

Founded 1984

💰 Private Equity Round on 2018-08

📋 Description

• Focuses on lead generation and new client development in North America and Latin America. • Responsibilities span lead generation, proposals, RFPs, GTA negotiations, and relationship management to secure new clients. • Activities include cold calls, client visits, trade show attendance, participation in RFPs, and preparing business cases. • Understand airline customer requirements. • Develop and use key airline relationships to explain API’s capabilities, efficiencies, and value proposition. • Drive lead generation for new API prospects. • Run discovery sessions to confirm the need for API's solutions. • Guide prospects through our SaaS and service offerings. • Lead client negotiation and contracting processes, ensuring favorable terms and alignment with organizational objectives. • Develop strategic client plans, integrating account planning frameworks and competitive battle cards to enable proactive, insight-driven client management. • Maintain healthy sales pipeline by being proactive and disciplined. • Effectively manage the solicitation of business from new and existing accounts to exceed specific individual and company revenue objectives. • Partner with marketing and sales operations to create effective presentations and proposals. • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. • Participate in key API client presentations, RFP’s and the creation of business cases and strategy. • Learn and maintain knowledge of API’s proprietary technology and service solutions and how they serve the needs of clients and prospective clients.

🎯 Requirements

• Experience selling to commercial airlines or in a vendor role in the airline industry. • Bachelor’s degree in business administration, sales, marketing or a related field. • 5+ years of B2B consultative sales experience (SaaS preferred) with a proven track record of achievement. • Strategic thinking and business acumen. • Ability to be customer focused and build strong relationships. • Demonstrated experience in client negotiation and contract management, with a focus on risk mitigation and value creation. • Exceptional verbal and written communication skills. • Persuasive presentation skills both in person or through video conferencing for both small and large audience settings. • Proficient in Microsoft Excel, Word, PowerPoint, Outlook, and social media tools such as LinkedIn. • Ability to manage workload in a fast paced environment to meet goals and deadlines. • Results driven. Shows attention to detail and the ability to produce high quality work. • Impeccable integrity and a strong work ethic.

🏖️ Benefits

• Medical, Dental, and Vision insurance • Flexible Spending Accounts for childcare and healthcare • 401(k) with matching • Basic Life Insurance and voluntary options including short-term disability, hospital, accident, and pet • Paid time off • Employee assistance program • Referral program • Discounts at select hotels