Senior Director, Hawaii Sales

At Hawaiian Airlines, we are all about welcoming our guests with Hawaiian hospitality and aloha, and taking care of our people, our home, and the communities we serve. Join our ‘ohana and be a part of an exciting team of professionals dedicated to serving our kama‘āina and introducing our islands to the world!

Position Summary

Reporting to the EVP, Chief Marketing Officer, this role is responsible for sales to corporate, travel agency, and government customers in the state of Hawaii. They lead business development, account service, and inside sales, and community sales and marketing activities to their segment within the geography. In close collaboration with the Loyalty, Revenue Management, Distribution, and Marketing teams, they set targets and work to drive growth and long-term, profitable customer relationships.

Key Responsibilities

1. Develop comprehensive strategic sales plans to grow and improve profitability of key customer segments within the state of Hawaii, including corporate accounts, Hawaii-based travel agencies, and government.
2. Implement performance metrics including customer profitability, booking behavior, and market share that assist the sales team in achieving their strategic objectives.
3. Lead and motivate a high-engagement, high-integrity sales team, including business development and inside sales.
4. Monitor key trends and competitive activity in the Hawaii market.
5. Collaborate across Revenue Management, Marketing, Distribution, and Community to understand the needs of customers and take action to address those needs.
6. Negotiate sales incentives and contracts.
7. Own the product roadmap for Hawaiian’s Corporate Program and Corporate Portal, and work to ensure a competitive product offering and customer experience across the corporate customer’s journey.
8. Ensure a high level of service to key customers, including government and VIP accounts, in conjunction with the Customer Contacts, Community, and Government Relations teams.
9. Serve as a senior representative of the company at industry events, conferences, and trade shows, as well as in media appearances.

Minimum Requirements

1. Bachelor’s degree, or an equivalent combination of education and related work experience.
2. 8 years of experience leading a high-performing sales team.
3. 2 years experience as a manager with direct reports.
4. Deep knowledge of the Hawaii business community and understanding of how to do business in Hawaii, as well as a strong professional network.
5. Proven track record of developing high-level strategy and breaking down into clear, executable tactics, KPI’s, and performance reporting.
6. Ability to collaborate in a highly cross-functional working environment effectively.
7. Ability to advocate and influence effectively.
8. Ability to lead and motivate a diverse team to meet and exceed sales goals.
9. Strong analytical and critical thinking skills.
10. Strong presentation and public speaking skills.

Preferred Qualifications

1. MBA or other advanced business/analytics degree.
2. 10 years of experience leading a high-performing sales team.
3. Experience in the airline industry or other B-to-C travel business.
4. Experience implementing new programs and analytics in CRM systems, preferably Salesforce.

About Hawaiian Airlines

Now in its 95th year of continuous service, Hawaiian is Hawaiʻi's biggest and longest-serving airline. Hawaiian offers approximately 150 daily flights within the Hawaiian Islands, and nonstop flights between Hawaiʻi and 16 U.S. gateway cities – more than any other airline – as well as service connecting Honolulu and American Samoa, Australia, Cook Islands, Japan, New Zealand, South Korea, and Tahiti.

Consumer surveys by Condé Nast Traveler and TripAdvisor have placed Hawaiian among the top of all domestic airlines serving Hawaiʻi. The carrier was named Hawaiʻi's best employer by Forbes in 2022 and has topped Travel + Leisure’s World’s Best list as the No. 1 U.S. airline for the past two years. Hawaiian has also led all U.S. carriers in on-time performance for 18 consecutive years (2004-2021) as reported by the U.S. Department of Transportation.

The airline is committed to connecting people with aloha by offering complimentary meals for all guests on transpacific routes and the convenience of no change fees on Main Cabin and Premium Cabin seats. HawaiianMiles members also enjoy flexibility with miles that never expire. As Hawai‘i’s hometown airline, Hawaiian encourages guests to Travel Pono and experience the islands safely and respectfully.

Hawaiian Airlines, Inc. is a subsidiary of Hawaiian Holdings, Inc. (NASDAQ: HA). Additional information is available at HawaiianAirlines.com. Follow Hawaiian’s Twitter updates (@HawaiianAir), become a fan on Facebook (Hawaiian Airlines), and follow us on Instagram (hawaiianairlines). For career postings and updates, follow Hawaiian’s LinkedIn page.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.