National Account Manager (UKI)

at  IAG Cargo

Looking for a challenge in one of the world’s largest airfreight logistics organisations?
At IAG Cargo we are in the business of moving things. From antibiotics to rhinoceros, gold bullion to avocados and everything in between. Whatever people need, wherever they are. In an era of digital screens and closed borders, we open the skies and fly the world to bring people the things they really need.
We are the logistics and cargo brand of International Airlines Group (Aer Lingus, British Airways, Iberia, Level and Vueling). At IAG Cargo, we believe in keeping the world’s economies turning, and do everything with determined attitudes, curious minds, collaborative actions and heartfelt pride. Join us at our globally recognised logistics business, where we are building a great place to work for customers and colleagues alike.

SKILLS

• Innovative, creative and strategic thinking
• Entrepreneurial, energetic with a proactive attitude
• Able to manage cross functional relationships with stakeholders
• Collaboration and leadership skills
• Results orientated
• Excellent interpersonal, communication, influencing and negotiations skills
• Good analytical skills
• Strong planning, organizational and time management skills
• Comfortable navigating Optima, COPS, iagcargo.com.

EXPERIENCE

• Experience of managing accounts and relationships
• Experience of direct customer contact
• Experience of presenting proposals to customers at senior management level
• Be comfortable working towards clearly defined sales targets
• Be comfortable working in an energetic environment
• A good understanding of what is required to develop and maintain the most valuable customer relationships

ABOUT THE ROLE

To lead and develop a portfolio of accounts on a national basis for IAG Cargo in UK and Ireland, setting the commercial strategy and ensuring full delivery across the region in conjunction with GSA sales force.

WHAT YOU’LL DO

• To give context, the UK & Ireland commercial team is a compact and busy team. It has two home markets in its geographical scope, has a high level of customer contact and it operates in a fast-moving commercial environment. This context is reflected in three ways:
• Whilst key accountabilities are role-focused, the role also has support accountability to take on other tasks to ensure customer cover is continuous from time to time.
• Accountabilities will be adaptive to changes in the commercial environment.
• The team expects its members to either be in the office or with customers during the normal working hours of our customers, and from time to time there will be activity outside normal working hours.
• Lead UK and Ireland strategic relationship between portfolio and IAG Cargo. The relationship includes export and import business flows, and all IAG Cargo products. This will require travel to key customer branches in UK and Ireland.
• Embraces CRM applications that are prescribed by IAG Cargo and use effectively to achieve role responsibilities, and champions its use throughout IAG Cargo.
• Effectively create, manage, track and report on progress of account development plans ensuring that these plans continue to be reviewed & developed in line with changes to market, capacity or IAG Cargo strategy changes. Ensure all relevant teams in our business are included and aware plans or specific actions within them.
• Effectively manage customer opportunity pipeline, driving profitable business.
• Lead and negotiate proposals for key flows and programs of business.
• Sets direction for and has joint calls with GSA account manager in regional branches.
• Leads strategic business reviews and action summary, thereafter, preparing presentations and setting out key messages.
• Has regular reviews with all relevant customer contact points. Ensures meetings are set in advance, well prepared, and agenda set. All minutes and actions to be distributed and followed up in a timely manner.
• Ability to identify the need to raise the profile of the customer or its issues and take appropriate action to co-ordinate internal and external teams.
• Has responsibility of achieving the UK&I FP for portfolio.
• Play a pivotal role in promoting our digital platforms, which is a key component of our long-term channel shift strategy