American Airlines reorganizes sales structure for North America

American Airlines is reorganizing its North America-based sales team. 

In a letter that went out to American’s sales partners Thursday, vice president of global sales Thomas Rajan said the team will be divided into four primary verticals. 

Hank Benedetti will oversee corporate sales and contracted corporate accounts.

Neal Guerin will continue to lead the airline’s retailing division, overseeing travel agency sales, including OTAs.

Cynthia Barnes will be director of market initiatives, including increasing brand awareness in strategic markets. She will also lead mid-market sales.

Neal O’Connell will oversee sales and operational development. His responsibilities will continue to include leading American’s business-to-business engagement and sales support teams. American is also centralizing its customer-enablement activities under O’Connell’s leadership.

Jim Carter, managing director of American’s global sales department’s eastern division, will retire. 

  • Related: Alison Taylor retires as AA’s chief customer officer

Rajan wrote that American initiated the reorganization so that it can more quickly adapt to marketplace changes. He said it will enable American to “deliver simpler solutions to intermediaries.” 

Further, American is evaluating its account-management structure and plans to have more information in the coming weeks.

“In the meantime, please continue to partner with your dedicated account manager,” Rajan said.

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