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AA, United Name New Global Sales VPs, Signal New Strategies
American Airlines and United have each appointed new vice presidents to oversee global sales. The carriers also tweaked corporate sales strategies to emphasize total brand value as they prepare for demand recovery.

American promoted Kyle Mabry to the global sales VP role, reporting to chief customer officer Alison Taylor. Previously head of AA’s western division, he now leads a 1,000-person sales team.

AA has renegotiated many corporate contracts despite low demand. “It’s about flexible negotiations,” Taylor said during a February interview. “We are looking at items to include, other than key results. It’s a more holistic approach to our RFP contracting with corporates.”

AA also promoted Hank Benedetti to global head of corporate sales, including small and medium-sized accounts. The small business segment is showing more signs of life than larger corporates, according to AA execs.

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