How You'll Help Us Keep Climbing (Overview & Key Responsibilities)
The Specialist, Cargo Sales and Market Development, is a key member of Delta Cargo’s commercial organization, connecting market opportunities with customer strategies to support profitable revenue growth, optimizing Delta Cargo’s $1B+ revenue worldwide. Using both a market perspective across customers and a customer perspective across markets, this role identifies where Delta Cargo can grow, develops analytical recommendations for customer offers, and helps measure and steer commercial performance across Delta’s global network. As an analytical and strategic partner, this role collaborates with Field Sales, Pricing & Revenue Management, Network Planning, Operations, and our joint venture partners to achieve shared objectives. This position reports to the Manager, Cargo Sales and Market Development and is based at Delta Cargo’s HQ in Atlanta.
- Lead cross functionally with local and global stakeholders to execute strategies developed and perform performance management
- Coordinate actions and strategies to develop Delta Cargo’s markets across the organization, including with Sales, RM, Network, Sales Development, Operations, and JV Partners; identify market performance drivers and opportunities to improve Cargo revenue
- Lead end-to-end commercial analysis of customer proposals and coordinate RFP responses, translating customer requirements into competitive, financially sound, and operationally executable offers that drive incremental value to our customers and Delta
- Lead Cargo commercial performance management for a region of our business, executing key elements of Cargo’s performance management cycle including weekly trends, monthly Origin Performance Reviews (OPRs), quarterly JV Performance Reviews and annual Business Review Meetings (BRMs)
- With continuous improvement mindset, develop our capability to effectively and efficiently provide offers and solutions to our customers and enhance our analytical capabilities
- Lead internal bid-strategy stakeholder review meetings, clearly articulating the rationale behind proposed pricing, capacity commitments, lane participation, and other terms
- Identify barriers to commercial growth and lead cross-functional efforts to address, track, and resolve them
- Deliver seasonal flight steering and strategy development for 30+ seasonal lanes, including goal setting and lane performance optimization post-launch; leverage new technology to expand our flight steering coverage
- Proactively analyze market dynamics, formulate initiatives and strategies that maximize revenues in assigned market scope
- Enable incremental value from our joint ventures with partner airlines via market development, commercial steering and performance management
- Augment quantitative data with qualitative data to assess and value Delta’s opportunities by market, customer, channel, and product
- Ensure the completeness, accuracy, and commercial integrity of customer proposals
What You Need To Succeed (Minimum Qualifications)
- Is at least 18 years of age and has authorization to work in the United States.
- Possesses a high school diploma, GED, or high school equivalency.
- Embraces diverse people, thinking, and styles.
- Consistently prioritizes safety and security of self, others, and personal data.
- Minimum 3 years of related work experience
- Working knowledge of Tableau, Power BI, Hyperion or similar business intelligence tools
- Bachelor's degree or equivalent work experience required
- Highly proficient PC skills including advanced level knowledge of Microsoft Excel, Word and PowerPoint
- Must be performing satisfactorily in current position
- Previous air cargo industry experience, including experience working with industry datasets (such as WACD and CASS)
- Must be solution-oriented, multi-task capable and have demonstrated the ability to work well with others in a fast-paced, time-sensitive environment
- Demonstrated innovation mindset, including the ability to create new tools, process, and approaches rather than relying exclusively on existing templates
- Possess superior financial and analytical skills, sound organizational and planning skills and a proven ability to prioritize and make sound business decisions
- Excellent interpersonal and collaboration skills; strong ability to seek input from and understand concerns of other stakeholders, including Field Sales, RM, Network, Operations, and Delta’s customers
- Demonstrates initiative, business curiosity and self-directs work
- Excellent verbal and written communication skills, ability to produce leader-ready documents and presentations with limited direction
- Working knowledge of SQL, including the ability to retrieve, combine, validate, and analyze data from multiple sources
What Will Give You a Competitive Edge (Preferred Qualifications)
- Significant project management ability and experience
- Demonstrated experience working across airline joint ventures to enable incremental value
- Master’s degree: MBA or other master’s degree that enables greater analytical and business management ability
- Advanced ability with business modeling and related tooling, artificial intelligence, systems thinking, data analytics and data visualization tools including Tableau, Power BI, and SAS
- Experience supporting complex customer bids, proposals, RFPs, or commercial negotiations
- Experience developing commercial tools, automated workflows, or scalable analytical processes
