Commercial Strategist

Airline Tariff Publishing Company Dulles , VA 20102

Posted 10 months ago


ATPCO is the standard setter in the airline fares ecosystem, we take pride in strengthening connections between airlines and travelers by enabling the seamless management of airfare data across all distribution models.


The ATPCO platform powers pricing and rich content for modern flight shopping for over 400 airlines worldwide. As a Commercial Strategist, you will be the driving force behind the execution of current and future commercial programs. Using a data driven approach sourced by market, sales and product intelligence, you will help develop performance measures and commercial models that are used to gain optimum traction of ATPCO offerings into accounts. You also play a critical role in shaping the products that go to market through representation of the customer voice and value propositions early in the PDLC and throughout Go-To-Market campaigns. Working closely with customers, product and strategy teams, sales reps and account managers, you sit on a team at the center of the stakeholder eco-system responsible for executing the business plan.

The Commercial Strategist is responsible for engaging with key stakeholders across product and commercial divisions, while simultaneously keeping abreast of the "voice of the customer" through direct contact with customers via sales, marketing, events and consulting engagements:

  • Supports the team lead/liaison between the commercial, strategy and product teams, communicating clear and concise value propositions for current and future product developments

  • Assists in gathering market intelligence through research and customer facing activities

  • Supports high touch accounts with expertise and knowledge, gathering feedback to loop back to product, strategy and commercial teams; serves as the advocate for the customer in internal strategic meetings

  • Constructs commercial scenarios used to drive strategic commercial discussions (i.e. timing, approach, price, product, market conditions, bundled offerings, etc.)

  • Uses intelligence gathered from the market and within the commercial teams and works closely with sales to vet and develop adoption goals or revenue targets for named accounts

  • Communicates market intelligence and resource trends through reports, dashboards, and presentations

  • Creates commercial review analysis and may lead workshops throughout different areas of the company

  • Helps achieve stakeholder alignment as part of the team driving strategies while working closely with product development to vet the value propositions and customer segmentations based on product expertise and ever-changing environments, tech, and trends

  • Assists the marketing department with developing key talking points and product positioning that drive account-based marketing campaigns

  • Prepares and presents recommendations on clear and concise value propositions, marketing initiatives, internal processes, and product development strategies based on current product features, market needs and other product related intelligence

  • Serves as teacher and strategist to product, strategy and commercial teams, effectively communicating how products are managed in the market, how they work, who they serve, and how the product is evolving from what the airlines do/use today

  • Works closely with Sales and Strategy, develops buyer personas and the competitive landscape through market research; serves as the voice of the customer to assist adoption and sales goals where needed as a Consultant, SME, and Working Group participants

  • Evaluates and optimizes the Go-to-Market model and supports the implementation of the developed strategy

  • Serves as backup for lead strategist in advocating for the customer in internal strategic meetings

  • Collaborates with Sales, Account Managers, Marketing and Product teams to clarify the advantages of our products; supplements and supports Go to Market and launch campaigns to execute local strategies as agreed in the annual business plan

  • Understands complex business processes used across the airline industry; collaborates with subject matter experts within ATPCO and the industry


  • Minimum qualifications include 3+ years' experience in ATPCO or Travel Industry or relevant experience

  • Understanding and demonstrated ability to promote ATPCO's brand, products and services when presenting to a customer

  • Has excellent interpersonal, presentation and facilitation skills

  • Ability to interpret and apply market research, product and customer intelligence into commercial programs

  • Experience designing project outlines and scope of work while maintaining multiple priorities

  • Is a self-starter, results oriented and strong ability to work effectively across departmental and divisional lines

  • Deep understanding of product, customer and marketplace and/or an ability to support the development of models that drive commercial strategies

  • Demonstrated ability to work independently and conscientiously with an attention to detail

  • Prior experience working with data models, benchmarking, BI and commercial programs

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Commercial Account ManagerDulles VA

W.W. Grainger, Inc.

Posted 1 week ago

VIEW JOBS 2/8/2020 12:00:00 AM 2020-05-08T00:00 Company Overview Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you'll be able to develop your talents, and make a difference. Grainger is a Fortune 500 company and a perennial member of Fortune magazine's Most Admired Companies list. Position Description Maximize revenue for designated account package by growing sales within existing accounts, identifying and developing new accounts at a level consistent with or exceeding company expectations. Has responsibility for generating positive sales growth for a specific geography or vertical market with an average of 30-35 current accounts and average of $2 to $3.5M dollars annually. Fully leverage Grainger's Customer Relationship Management (CRM), Salesforce, to perform all the aspects of business daily. * Understand customer needs and objectives and remains alert and responsive to changing customer needs * Demonstrate knowledge of market data and access to resources to quickly respond to new developments in the customer's business * Demonstrate consistent focus on actions and tactics that will produce positive sales results * Demonstrate appropriate knowledge of the customers' products and services to formulate business strategies to drive revenue * Responsible for service and support of managed inventory tasks in order to drive greater understanding of the customers, increase contacts with in the customer group and drive sales results. * Understand Grainger's Value Proposition and can clearly articulate to customers, providing solutions to grow profitable sales * Communicate in an organized, clear and concise manner to effectively express ideas, plans, actions, and projects to support customer needs * Establish customer and market priorities to execute a strategic course of action to accomplish sales goals * Develop and implement account penetration strategies to include regular business reviews for key customers to maximize sales * Demonstrate full compliance to company sales and pricing guidelines * Fully leverage all resources and technical support available * Document, analyze, and understand impact of customer focused activities to increase productivity and sales within assigned market Position Requirements: Position Requirements: * High School diploma and/or GED required * College or equivalent experience preferred * Minimum of 3+ years of direct outside sales experience * Consistent with Grainger's Sales Mgt process, travel required to each customer within aligned market at least once per month, or more frequently where needed * May be required to lift up to 50 lbs. * Ability to repetitively bend and squat Demonstrated proficiency/competency in the following areas: * Self-motivated, possessing a high energy level and a desire to achieve goals beyond what is required * Business acumen around sales forecasting opportunity management and customer planning * Technological capabilities and understanding to communicate in today's business environment * Ability to listen, gain trust and bring to closure an action, project, resolution or sales with customers * Ability to clearly articulate business drivers, understand key financial and total cost of ownership concepts with all levels of the organization * Ability to utilize sales process to uncover customer objections/concerns, and determine appropriate solutions * Ability to maintain a plan of action until desired results is achieved * Strong process discipline, ability to align planning objectives with a pipeline development process to grow and develop market revenue * Knowledge of Maintenance Repair & Operations (MRO) products and their applications a plus EEOC Statement Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status Job Segment: Account Manager, Outside Sales, Manager, CRM, Sales, Management, Technology W.W. Grainger, Inc. Dulles VA

Commercial Strategist

Airline Tariff Publishing Company