Commercial Strategist

Airline Tariff Publishing Company Dulles , VA 20102

Posted 10 months ago

Overview

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.

Responsibilities

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

Qualifications

  • 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

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Commercial Strategist

Airline Tariff Publishing Company