Director Sales and Distribution

Position Summary:

The Director, Sales and Distribution is responsible for leading sales strategy and sales execution across all domestic and international markets driving profitable revenue growth through a variety of channels, including managed corporate, travel management companies (TMC), leisure and other business partnerships. This role will also lead the distribution strategy across OTAs and various 3rd party channels as well execute JetBlue's GDS and NDC strategy. The leader will develop and manage relationships with key TMCs, corporate clients, and distribution partners, while also driving JetBlue's overall commercial strategy. The director is also responsible for achieving sales targets with established accounts as well as prospecting for new business. This role requires a strong balance of analytics, strategic vision, and relationship leadership to drive share gains and optimized revenue performance for JetBlue.

Essential Responsibilities:

• Develop and execute JetBlue's overall sales strategy across the United States, Latin America, Caribbean and Europe Point of Sale to achieve revenue and market share targets
• Lead a team of corporate and TMC sales managers, sales analysis / sales support team, and international sales team that aligns with network and revenue management priorities

• Educate corporate travel managers as to why JetBlue should be incorporated into their company's travel program
• Oversee contract negotiations with corporate accounts, TMCs and other partners to maximize revenue and share
• Use performance analytics, market intelligence and customer insights and determine sales strategy and account decisions

• Represent JetBlue at industry events, trade shows, and partner meetings that promote company brand and experience
• Partner with Paisly to develop corporate bundled initiatives

• Recommend sales and pricing strategies to Commercial Team Leaders based on local market data
• Identify new strategic distribution channels that present JetBlue inventory to corporate and other select audiences

• Lead the development and execution of JetBlue's multi-channel distribution strategy in support of commercial and revenue goals
• Manage commercial relationships with GDS, OTA, and key agency partners to ensure effective collaboration and mutual value creation
• Participate in assessing and implementing tools affecting Crewmember performance and training/retraining needs
• Responsible for mentoring and instructing Crewmembers on sales initiatives
• Take a significant role in the development of crewmembers to support the engagement, growth, goal achievement
• Other duties as assigned

Minimum Experience and Qualifications:

• Bachelor's Degree in Business, Marketing or a related field; OR demonstrated capability to perform job responsibilities with a High School Diploma/GED and at least four (4) years of previous relevant work experience
• Seven (7) years of experience in airline travel, hospitality sales or leadership
• Proven track record of driving revenue through corporate and agency channels
• Demonstrated ability to navigate complex international regulatory environments, manage multi-currency agreements, and adapt communication styles across cultures
• Strong leadership with managing geographically dispersed teams
• Analytical and data driven mindset with financial and commercial acumen
• Proficient with the Microsoft Office Suite (Excel, Word, PowerPoint, Outlook)
• Self-motivated and flexible to a constantly changing environment
• Excellent verbal and written communication skills; with the ability to communicate ideas and recommendations to all levels within the company
• Exceptional project and time managements skills
• Take a significant role in the development of crewmembers to support their engagement, growth, and goal achievement
• Flexible and able to work at any time, including nights, weekends and holidays
• Able to pass a pre-employment drug test
• Legally eligible to work in the country in which the position is located.
• Authorization to work in the US is required, this position is not eligible for visa sponsorship

Preferred Experience and Qualifications:

• Master of Business Administration (MBA)
• Ten (10) years of experience in airline travel, hospitality sales or leadership
• Experience in sales and marketing
• Knowledge of airline industry and trends in sales and distribution

Crewmember Expectations:

• Regular attendance and punctuality
• Potential need to work flexible hours and be available to respond on short-notice
• Able to maintain a professional appearance
• When working or traveling on JetBlue flights, and if time permits, all capable crewmembers are asked to assist with light cleaning of the aircraft
• Must be an appropriate organizational fit for the JetBlue culture, that is, exhibit the JetBlue values of Safety, Caring, Integrity, Fun and Passion

• The use of ChatGPT or any other automated tool during the interview process will disqualify a candidate from being considered for the position.

Equipment:

• Computer and other office equipment

Work Environment:

• Traditional office environment

Reports to:

• Vice President, Sales and Revenue Management

Physical Effort:

• Generally not required, or up to 10 pounds occasionally, 0 pounds frequently (Sedentary)

Compensation:

• The base pay range for this position is between $160,000.00 and $200,000.00 per year. Base pay is one component of JetBlue's total compensation package, which may also include performance bonuses, restricted stock units, as well as access to healthcare benefits, a 401(k) plan and company match, crewmember stock purchase plan, short-term and long-term disability coverage, basic life insurance, free space available travel on JetBlue, and more

#LI-AA1

#LI-Hybrid