United Airlines this week named a leader from outside the airline industry to oversee sales efforts as the carrier and its peers position themselves to compete in a new pricing environment. Jeff Foland, currently a Chicago-based principal at global sales and marketing consulting firm ZS Associates, on Feb. 1 will assume duties as United's vice president of North American sales.
Foland will face several immediate challenges at the bankrupt airline, including adjustments to overall pricing and individual corporate contracts, following Delta Air Lines' decision this month to dramatically compress its nationwide fare structure
(BTN, Jan. 17). In an employee message this week, UAL executive vice president of marketing, sales and revenue John Tague said the airline was "ready" for Delta's announcement and that United "adjusted fares where appropriate-not just by matching Delta-market by market." Tague added that United currently is "working toward rational corporate pricing." The airline has not publicly announced general policy changes to negotiated corporate agreements.
Foland will step into the top sales spot that had been vacant for several months, following Dan Walsh's departure from the company. He is charged with transforming United's sales organization and will report to Graham Atkinson, United senior vice president of worldwide sales and alliances.
"Jeff is a high-caliber sales professional with leadership and strategic expertise that will play a key role in supporting our focus on corporate and travel management customers, raising our sales organization to a new level and providing the highest value and benefit for customers," Atkinson said in a company statement.
According to the ZS Web site, Foland completed a sales organization transformation "for a major transportation company" by providing "in-depth market analysis and segmentation, value proposition design, B2B market coverage design, travel agency incentives program design, sales operations capability development, competency modeling, compensation design and training/hiring program development."
Foland's work at ZS Associates covered sales and marketing initiatives in various industries. He also has lectured on and contributed to books focused on salesforce performance and design.