Braun Board

Airline Account Manager SFO

Pacific Aviation · San Francisco, CA

Base
Not disclosed
OTE
Not disclosed
Quota attainment
Not disclosed
Posted
1mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Pacific Aviation's careers page

The job

What you'd do
Operations-focused account management role running airline passenger and baggage handling at SFO for existing airline clients. Involves SLA compliance, staff scheduling, and incident handling; no sales targets are listed.
Who you'd sell to
Still reading the posting. Check back within the hour.
Where deals come from
Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay
No pay listed at all.
Transparency
Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market
Open 30 days. Normal, but not fresh.
Company hiring
2 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

  • SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

  1. 1.

    What percentage of fully ramped reps hit quota last year?

    OTE is what you could earn. This is how likely you are to earn it.

  2. 2.

    What percentage of reps on the team have been here more than 18 months?

    Tenure shows whether people stay long enough to get paid.

  3. 3.

    Has the comp plan changed in the last 12 to 18 months? What changed?

    A plan that changes every year means the goalposts keep moving.

  4. 4.

    Who sits with reps and reviews calls each week?

    Coaching is often what's behind a good or bad attainment number.

  5. 5.

    What are the base and the OTE for this role?

    No point investing hours before you know the number.

  6. 6.

    Why is this role open? Did someone leave, or is it new?

    New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

  1. 1.

    Can I see the full comp plan in writing, including clawbacks and accelerators?

    What's in writing is what gets paid. Read it before you sign.

  2. 2.

    Can I see the actual comp distribution for the team last year, not just the OTE?

    The spread shows what most reps really take home. OTE is just the target.

  3. 3.

    I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?

    Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting
Our Pacific Aviation family creates an environment where, together, we can all succeed. Pacific Aviation is an airport-handling provider dedicated to providing exceptional service for some of the world’s finest airlines. By developing and growing our people, we know that our team members are the reason for our 30-year plus success record. We currently support major airports from the West to East Coast. We are looking for an Airline Account Manager to service our client operations based out of SFO. This management role requires excellent organizational and interpersonal skills in addition to understand and manage the operational needs of an airline account. Requirements MAIN DUTIES - Satisfy customer airline expectations. - Liaison with client, upper management, company employees, vendors and government agencies. - Direct and coordinate airline passenger service activities at terminal point located at the airport. - Ensure the operation meets the targets and standards set forth in the service level agreements between Pacific Aviation and its customer airlines. - Ensure the operations satisfy all company, airline, airport and government policies and regulations. Addressing and resolving all customer service issues. - Ensure the integration of technical and manual methods in compliance with contractual obligations. - Direct preparation and overview of staff work schedules to obtain optimum utilization of human resources. - Preparation and submission of reports pertaining to daily flight operations, payroll hours, billing and preparation of monthly staff schedule. - Participate in Quality Management system while proposing and applying preventive and/ or corrective measures. - Ensure integration of new employees in the operation and participate in staff evaluations. - Implement training programs and procedure as determined by airline or company management. - Lead in fact-finding investigations arising from incidents/accidents in the workplace and/or operations concerning safety and security or violations of regulatory, airport or company policy. - Implement corrective actions as necessary for non compliances identified in routine quality and safety audits. - Report upon and discuss any discrepancies, errors or incidents with the station manager. - Propose necessary methods for improvement and where necessary, ensure the monitoring of such methods. - Complete an assessment of new hires customer service when OJT is finished. - Complete CSA recurrent competency assessment at least once a year (refer to Annex 4 of ORM5 Skills required: - Experience Required: 2-3 years in passenger and baggage handling service - Experience Required: 3+ in airlines industry in supervisory position. - Ability to work independently as well as collaboratively. - Ability to communicate effectively through oral and written means. - Ability to lead a team, bring out the best performance in the team through employee engagement; handle employee issues in an efficient and effective manner. - Flexible to work rotating shifts including weekends and holidays. Benefits $70,500 annual salary plus bonus Medical benefits 401k with employer match Paid Time Off Holidays Collaborative leadership team
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