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Reporting to the Director, Cargo Sales - LATAM, the Manager, Regional Sales Cargo will be accountable for all aspects of sales and reservations activities throughout Mexico. The role is responsible for developing and maintaining value-driving relationships with our cargo customers based in the assigned region, delivering high quality service levels throughout the sales and reservations processes. The role will develop and lead all sales strategies and work with central revenue management and marketing teams, to implement strong commercial strategies to reach set quarterly and yearly sales budgets.
Responsibilities:
- Work in collaboration with the revenue management and planning team to guide the yearly budgets and monthly or quarterly outlooks
- Develop and implement yearly sales objectives and lead the territory’s team to attain these established goals.
- Develop performance objectives and provide guidance and support to team, including annual performance reviews for direct reports and support teams
- Conduct regular team meetings to ensure alignment
- Ensure the training needs of the team are met
- Establish and maintain strong working relationships with key functions within the Cargo Division, to drive the delivery of Air Canada Cargo’s overall business strategy
- Establish, develop and maintain strong relationships with Air Canada Cargo’s customer base in Mexico & other assigned regions.
- Develop a structured call/contact and sale plan for the team to source and develop new streams of business and grow and maintain existing business
- Identify & implement tactical sales promotions where opportunities arise
- Working with the Reporting Manager to establish efficient processes across the sales and reservations teams to maximize revenue and capacity on all departing flights, including a focus on network and freighter contribution.
- Work with the Operations team to identify opportunities to maximize capacity and traffic mix and maintain regular meetings with the Operations team to ensure alignment
- With input from Revenue Management and team, develop and implement a portfolio of customer rates and tariffs which will drive profitable business and deliver our revenue targets
- Responsibility and oversight of all Customer Spot Rate requests handled by the Sales team
- Initiate and lead quarterly business review meetings with customers
- Build strong relationships as a respected industry professional with customers and service partners
- Represent Air Canada Cargo at customer events, industry functions, business seminars and conferences
- Constructive input into the further development of Air Canada Cargo’s BI Tools
Qualifications
- A minimum of 5 years cargo experience, ideally within an airline sales environment
- Strong influencing, leadership and coaching/development skills
- Excellent relationship building skills, established customer relationships within the territory are an advantage
- Results focused and experience in managing a budget
- Ability to make decisions under pressure
- Strong organizational skills with the ability to manage multiple priorities
- Strong negotiation and influencing skills
- Excellent communication, presentation, and interpersonal skills
- Ability to assess, calibrate and take calculated risks
- Significant experience of setting and managing targets, and demonstrating corrective actions as required
- Computer literate – proficient in MS applications (PPT, Word, Excel)
- Ability to understand and work within different cultures/environments
- Excellent knowledge of Mexico & regional cargo operational standards, practices, and conventions
- Well established multi-national and local customer relationships within the territory
- Knowledge of local cargo market dynamics, practices and conventions
- Experience in an operational environment would also be an advantage
- Ability to communicate at a broad range of levels
- Attention to detail
- Commercial acumen
- Fluent in Spanish, English is an asset
- Driver’s license and ability to travel extensively
- Must have the right to work in Mexico unrestricted
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
Bilingual (Spanish and English)
Diversity and Inclusion
Air Canada is strongly committed to Diversity and Inclusion and aims to create a healthy, accessible and rewarding work environment which highlights employees’ unique contributions to our company’s success.
As an equal opportunity employer, we welcome applications from all to help us build a diverse workforce which reflects the diversity of our customers, and communities, in which we live and serve.
Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted
