Manager, Corporate Sales

4 months ago

Toronto, Canada Air Canada Full time

**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 Sr. Manager, Corporate Sales, the Manager, Corporate Sales will be responsible for a portfolio of accounts and increase Air Canada's market share, profitability and visibility in the marketplace. The sales manager will align their objectives with the overall objectives of the Global Sales Branch and the Corporate and Business Development department.

**Responsibilities**:

- First point of contact with senior travel buyer within national and global corporate customers
- Clients within portfolio produce a ~1 million dollars in Air Canada sales revenue with an average client size being $2-5 million dollars. Total portfolio ranges from approximately 50 to 100 million.
- Identify business objectives and establish market share targets for each client in portfolio
- Strategically develop, negotiate, and deliver a plan to increase profitability and yield within portfolio
- Importance of delivering the value of each corporate contract by proactive analysis of performance, opportunities or competitive threats and ensure each contract is adjusted to deliver within changing marketplace
- Conduct regular Business Reviews with accounts to ensure contract compliance and delivery of targeted sales revenue to Air Canada
- Responsible for RFP completion and proposal presentation on behalf of Air Canada and the transatlantic joint venture partners
- Liaise and champion customer issues with relevant branches, including legal, across Air Canada to resolve customer concerns
- Influence Corporate Accounts to make Air Canada the carrier of choice
- Meet with Senior Corporate Decision Makers to present offer, negotiate and execute corporate contracts
- Respond effectively to rapid changes in the marketplace by successful internal and external communication to ensure customer awareness and Air Canada revenue and market share protection
- Provide timely, accurate, communication of sales initiatives to accounts within portfolio
- Find innovative contracting solutions to complex issues and or accounts
- Initiate activities that will increase and enhance Air Canada's exposure within corporate portfolio and Travel Management Companies
- Manage resource allocation to deliver best usage from corporate clients
- Represent Air Canada at corporate and industry events
- Identify new business opportunities

**Qualifications**
- High School Diploma
- 5 years minimum senior sales experience with business-to-business negotiations with large procurement clients of major international corporations.
- Proven experience in complex contracting and sales negotiations.
- Excellent communication (oral and written) and presentation skills with C level clients
- Proven record of strategic account/relationship management of large international clients
- Demonstrated experience in complex legal contracting and mediating between client and airline's legal departments.
- Focused and results oriented senior salesperson
- Strong analytical skills, initiative, forward and conceptual thinking to deliver maximum contract performance delivery
- Motivated self starter who can work with mínimal direction and supervision
- Superior decision making
- Team Player and ability to provide mentoring and assistance to team members
- Proven effective planning and organizational skills and ability to maintain accurate account records
- Ability to cope with irregular and/or multiple work demands
- Excellent PC skills (Excel, Word, Powerpoint and Prism)
- Flexible schedule and ability to travel within North America

**Conditions of Employment**:
**Linguistic Requirements**

**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.

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