Head of Sales - Global Accounts

British Airways; Coventry; On-site; GBP 70,000 - 120,000; Full time

Job summary

British Airways is seeking a Head of Sales – Global Accounts to lead a high-performing team and drive revenue growth. This role involves negotiating with top-tier customers and developing long-term strategies aligned with business objectives. The ideal candidate will have proven leadership in the airline industry and excellent skills in negotiation and data evaluation, contributing to an inclusive working environment that values diverse backgrounds.

Benefits

Staff travel benefits including standby tickets on British Airways flights

Discounted 'Hotline' airfares for friends and family

Qualifications

• Significant experience negotiating large, complex agreements.
• Extensive experience leading a commercial team.
• Proven ability to achieve business objectives in hybrid/remote environments.

Responsibilities

• Lead and develop a high performing sales team of around 25 people.
• Negotiate with large Agency and Corporate customers worldwide.
• Shape the culture and strategy across the Global Sales team.

Skills

Negotiation

Leadership

Communication

Influencing

Data evaluation

Job description

A career without limits

As the nation’s flag carrier, we take great pride in connecting Britain with the world and the world with Britain.

It’s something we’ve been doing for over 100 years, ever since we launched the world’s first international scheduled air service between London and Paris.

This originality has been in our blood since day one. It’s the spirit we share with the people that fly with us, our partners, and our colleagues.

So, whether you are a reassuring voice on the end of a phone, a smile at the door, under a wing keeping the turbines spinning or landing us gently in far-flung places, a job at British Airways is yours to make.

We know great things can happen when you’re inspired to think big and bring your ambition to work every day, which is why, at British Airways the sky is never the limit.

The role:

As Head of Sales – Global Accounts, you will be a key member of the Global Sales Leadership Team, inspiring a high performing team to deliver our revenue targets. This is a high-profile role, interacting with BA’s largest Agency and Corporate Customers around the world and is responsible for delivering a long-term strategy that will deliver BA and JB fulfilment of revenue targets and market share growth.

What you’ll do:

• Lead, inspire and develop a high performing selling team of c.25 to achieve our revenue objectives.
• Interface with senior leaders at our largest Agency and Corporate customers around the world
• Act as the face of BA at key industry events and trade bodies, providing senior representation of BA’s interest
• Define and deliver a successful long-term strategy that delivers against the broader commercial strategy and revenue plan, balancing the trade-offs between revenue, cost, distribution goals, and customer/partner relations
• Ensure revenue and share delivery for this portfolio through key performance metrics
• Oversee negotiations with assigned accounts and ensure a high level of fulfilment and acceptable margin delivery for all negotiated agreements
• Shape the culture, strategy, and ways of working across the broader Global Sales team as a key member and decision-maker in the Global Sales Leadership Team
• Cultivate and sustain collaborative and constructive relationships with cross-functionally, across IAG, and Joint-Business partner airlines
• Represent BA/IB in the market-place, ensuring our brands are positioned and represented accordingly

What you’ll bring to British Airways:

• Significant experience negotiating large, complex agreements with third party organizations
• Extensive experience leading, developing a sales team or similar team of commercial professionals
• Proven ability to achieve business objectives by leading and motivating a large, geographically dispersed team in hybrid/remote working environments
• Relevant commercial leadership experience within the airline / travel industry
• Knowledge of airline industry distribution channels
• Excellent communication, persuasive presentation, negotiation and influencing skills
• Ability to evaluate data and metrics to ensure focus on commercial opportunities

What we offer:

We believe that all the people who work with us should feel valued for the part they play. It’s one of the reasons our rewards go far beyond a competitive salary.

From the day you join us, you’ll get access to brilliant staff travel benefits including unlimited basic and premium standby tickets on British Airways flights. You’ll also receive up to 30 discounted ‘Hotline’ airfares per year for yourself, friends, and family.

At British Airways you’ll have the chance to take on new challenges and move forward in a way that feels right for you. We encourage all those who work for us to consider opportunities right across our business to help you develop and progress.

We never stand still, and we don’t expect our people to either.

Inclusion & Diversity

At British Airways we all have a part to play in creating an inclusive place to work. Diverse representation among our people is really important to us and we recognise that all our colleagues are uniquely different and bring their own originality, creativity and identity to work.

Inclusion and diversity is a key driver of innovation and we’re committed to creating a culture where everyone feels that they can be themselves. We’re looking for people from all backgrounds and cultures to join us and be a part of our journey to become a Better BA as we continue to connect Britain with the world and the world with Britain.