Shagun Saluja
New York
Summary
Results-driven airline sales professional with extensive experience managing high-value accounts and executing data-driven sales strategies within competitive international markets. Proven ability to coordinate with global stakeholders, analyze market opportunities, and negotiate complex agreements to drive revenue and growth. Recognized as a trusted advisor to key clients, with a strong track record of achieving sales targets, increasing market share, and contributing to overall profitability.
Overview
26
26
years of professional experience
Work History
Senior Sales Account Executive
DELTA AIR LINES
New York
04.2012 - Current
- Manage and grow a $415M joint-venture revenue portfolio, executing strategic sales activities aligned with revenue and profitability targets
- Define and implement sales plans for assigned agency and corporate accounts using data insights, market intelligence, and performance analytics
- Negotiate, develop, and implement contracts for new and existing corporate accounts, resulting in the addition of four POS and the conversion of 10 of 17 accounts to MNA
- Monitor and evaluate contract performance, along with customer travel patterns, and competitor activity to identify growth opportunities and refine sales approach to increase market share
- Successfully grew revenue share by $40M over 4 years for largest account (Direct Travel, a NYC agency; $400M JV spend) through targeted strategy and consistent client engagement
- Act as a primary point of contact for key accounts, building long term relationships and positioning as a trusted advisor to senior client stakeholders
- Collaborate with internal stakeholders across Sales Strategy, Marketing, Revenue Management, and Network Planning to deliver aligned and competitive market propositions
- Facilitated new business development by identifying and converting high-potential prospects, securing multiple CSA/MSA and SkyMiles agreements for HCL India ($2.3M JV spend) and HBI ($500K JV spend).
- Established the 1st agency Delta Private Jet agreement with Direct Travel, expanding premium and private aviation revenue streams
- Drive B2B and B2B2C initiatives in collaboration with senior leadership to enhance client engagement.
Pioneered multiple B2B and B2B2C partnerships with Dr. Ting Delta's CMO during the pandemic. - Represent Delta in client meetings, industry events, and strategic discussions, enhancing brand visibility and market positioning
- Selected for Delta's Lead Sales Program, demonstrating leadership potential, strategic thinking, and executive presence
- Mentor and support junior team members, providing guidance on client strategy, tools and internal processes
- Awarded 2019 Go-Getters Award and 2015 Global Sales Excellence Award (Platinum Circle)
- Led the Win BTN Initiative for NY in 2018-2019
Inside Sales Agent
CATHAY PACIFIC AIRWAYS
New York
03.2003 - 09.2008
- Developed, promoted, and serviced ticket sales for travel agents, tour wholesalers, and commercial accounts through systematic personal contact, telephone calls, and correspondence, enhancing overall sales engagement.
- Managed inquiries and day-to-day needs of travel agencies, corporate accounts and travel operators utilizing Cathay Pacific's operating systems
- Maintained positive relationships and support from agents, both commercial and consolidators, fostering collaboration and trust.
- Created contracts and commissions for account management and sales teams
- Prepared periodic reports and respective revenue analysis highlighting sales accomplishments, industry activities, and the competitor's actions
- Conducted sales administration, prepared and distributed fare sheets, handled ad hoc groups, etc.
- Acted as a liaison between different departments, such as revenue management, marketing, and group desk.
Staff Travel Team
BRITISH AIRWAYS
New Delhi
06.2001 - 03.2003
Public Relations Rep
JET AIRWAYS (INDIA) LTD
New Delhi
04.2000 - 05.2001
Education
Bachelor of Science with Honors - International Hospitality & Tourism Management
UNIVERSITY OF SURREY
Guildford, U.K.Skills
- Key account management and revenue growth
- Market analysis and competitive intelligence
- Sales strategy execution
- Stakeholder management
- Contract negotiation
- Cross-functional collaboration
- Client relationship management and retention
- Team development and mentorship
Languages
- Hindi
- Punjabi
Custom Section 1
Salesforce, Tableau, BRIO, MIDT, CDS, MS Office Suite, Corporate Booking Tools
Timeline
Senior Sales Account Executive
DELTA AIR LINES
04.2012 - Current
Inside Sales Agent
CATHAY PACIFIC AIRWAYS
03.2003 - 09.2008
Staff Travel Team
BRITISH AIRWAYS
06.2001 - 03.2003
Public Relations Rep
JET AIRWAYS (INDIA) LTD
04.2000 - 05.2001
Bachelor of Science with Honors - International Hospitality & Tourism Management
UNIVERSITY OF SURREY