Director, Cargo Sales - EMEA

at  Air Canada

CONDITIONS OF EMPLOYMENT:

• Candidates must be eligible to work in the country of interest, at the time any offer of employment is made and seeking any required work permits/visas or other authorizations which may be required is the sole responsibility of the candidates applying for this position.

LINGUISTIC REQUIREMENTS

Based on equal qualifications, preference will be given to bilingual candidates.

Qualifications

• University or college diploma in business administration required
• 10+ years relevant experience in sales leadership; proven record of delivering to sales targets, market growth and yield improvement
• Minimum 5+ years in logistics
• Strong coaching skills and experience with creating a high performance sales team
• Strong negotiation, interpersonal, communication, presentation, leadership and decision making skills with a certain level of ambiguity (risk management)
• Results oriented and proven ability for attention to detail and meeting deadlines
• Ability to build strong relationships with both internal and external customers
• Experience in change management considered an asset
• Proven superior interpersonal skills and leadership capabilities
• Result focused, entrepreneurial, adaptable and action oriented
• Proficient knowledge of Microsoft Word, Excel and PowerPoin

• Define, develop and implement strategic and tactical sales and marketing plans that focus on divisional performance objectives & priorities.
• Overall responsibility for all of Air Canada Cargo’s customer service in the EMEA.
• In collaboration with Revenue Management, Network Planning and Marketing, plan, develop and implement strategic cargo sales plan to achieve sales goals in the EMEA region.
• Ensure team delivers increased profitability & yield within budget & cost of sales guidelines.
• Drive global channel of distribution strategy & Customer Relationship Management (CRM) adoption.
• Design & develop and oversee an overall sales plan for the EMEA general sales agents to ensure full compliance with Air Canada Cargo’s commercial, operational, customer service strategies and ethical standards.
• Establish competitive commercial strategies to meet cargo revenue and tonnage targets in EMEA.
• Create and manage yearly expense budgets and performance management objectives.
• Establish and maintain strategic partnerships within the cargo industry, forwarders, other carriers, government offices, clubs, associations, etc.
• Collaborate with the Global Partnership team on Incentive Agreement negotiation with Key Global Accounts.
• Establish business objectives and revenue targets for each client in the portfolio.
• Formulate & direct Cargo Sales team in the negotiations and management of all existing and prospective accounts to ensure revenue targets are achieved.
• Develop team client relationship & engagement strategy that includes Air Canada Cargo senior level involvement.
• Provide oversight and direction to all AC Cargo commercial staff and general sales agents in the EMEA region.
• Support compliance with collective agreement & sound union, management and employee relations across EMEA.
• Maintain an up-to-date understanding of industry trends and technical developments that affect target markets.
• Coach, mentor & manage employees, to ensure maximum performance, maintaining levels of initiative and motivation. Ensure team is adequately and appropriately resourced and trained .

Qualifications

• University or college diploma in business administration required
• 10+ years relevant experience in sales leadership; proven record of delivering to sales targets, market growth and yield improvement
• Minimum 5+ years in logistics
• Strong coaching skills and experience with creating a high performance sales team
• Strong negotiation, interpersonal, communication, presentation, leadership and decision making skills with a certain level of ambiguity (risk management)
• Results oriented and proven ability for attention to detail and meeting deadlines
• Ability to build strong relationships with both internal and external customers
• Experience in change management considered an asset
• Proven superior interpersonal skills and leadership capabilities
• Result focused, entrepreneurial, adaptable and action oriented
• Proficient knowledge of Microsoft Word, Excel and PowerPoint