Description
Being part of Air Canada is to become part of an iconic Canadian symbol, recently ranked the best Airline in North America. Let your career take flight by joining our diverse and vibrant team at the leading edge of passenger aviation.
Reporting to the Director, Cargo Sales – Canada, the Manager, Regional Sales will be responsible for meeting and exceeding revenue targets and growing market share within their region, They will manage and lead their team to develop, maintain strong business relationships with our customers and to grow business from Canada to all destinations serviced by our passenger and expanding freighter network. The role requires both a tactical and strategic mind-set, with the ability to lead a performance-based culture, problem solve quickly and facilitate cross-departmental relations, including working closely with Operations, Capacity, Pricing & Revenue Management teams.
Key Functions & Responsibilities:
- Ensure alignment with the National Account Managers and Senior Manager, Cargo Sales as it relates to respective strategies and follow direction from the Director, Cargo Sales to achieve cargo branch revenue and profit goals.
- Build, maintain and strengthen active relationships with key customer contacts at the senior leadership levels within the strategic client and house accounts portfolio.
- Achieve or exceed cargo revenue and market share improvement targets.
- Actively manage strategic regional customer base by leveraging the CRM, Business Intelligence and Sales Reporting tools
- Provide intelligence, guidance and direction regarding pricing strategies and allocation management for assigned accounts to the Associate Account Managers, Pricing and Capacity teams Set, track, and manage daily, weekly, and monthly SAM Key Performance Indicators using the CRM platform to maximize revenue and profitability.
- Monitor sales activities, pipeline, and performance metrics within the region, and provide regular reports and updates to Director, Cargo Sales
- Utilize CRM systems or sales tracking tools to track and analyze sales data, market trends, and customer performance.
- Lead and drive performance management initiatives through goal setting, sales/KPI targets and quarterly individual and team performance evaluations
- Seek and evaluate SAM development/growth opportunities through candidate pipeline management, account focused approach and strategies.
- Lead and support the Strategic Account Managers by maximizing the use of technology, business tools and metrics to ensure they are productive, driven and engaged.
- Strategically build, train, and develop Strategic Account Managers to deliver high customer service standards and manage individual performance and development plans.
- Provide guidance to the Strategic Account Managers and assistance to the Senior Manager, Cargo Sales on tactical matters relating to pricing, capacity, customer service and operations within the region.
- Use customer feedback to generate and share ideas about new or enhancements on features or products.
- Ensure all sales efforts are coordinated with marketing, sales management, capacity, finance & accounting, and operations teams.
- Gather and report on market intelligence and competitive industry information during sales meetings as appropriate.
- Participate in regular account performance reviews with the Strategic Account Managers, Senior Manager, Cargo Sales and Director, Cargo Sales
- Coordinate with team to represent and promote Air Canada within cargo industry community at trade events, industry functions and appropriate events.
- Develop and maintain cross-departmental relationships with operations, HDQ and shared services teams and seek areas for collaboration on new business development opportunities.
- Participate in organizational and related industry events with the expectation of regional travel requirements.
Qualifications
- University or College degree in business or related discipline
- Excellent interpersonal and team management skills
- 5+ years of experience in a similar capacity, with a minimum of two years of direct contracting and negotiating experience in an outside sales function
- Hands on experience with CRM software and MS Office suite of products
- In depth knowledge of business concepts associated with legal contract writing and interpretation, including contract mechanics, structure, and philosophy.
- Knowledge of current cargo business and industry knowledge a strong asset
- Ability to cope with irregular or multiple work demands.
- Must be receptive to flexible work hours, holiday/weekend coverage.
- Regional travel is required with quarterly travel to our Montreal headquarters.
- Bilingual (French and English) preferred.
Conditions of Employment:
Linguistic Requirements
Based on equal qualifications, preference will be given to bilingual candidates.
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.
