Cargo Sales Manager

6 months ago

Richmond, Canada Air France KLM Full time

**Purpose Of The Job**

To achieve revenue and market share goals in a designated geographical area and/or for a specified customer group, within given guidelines and policies. Build and strengthen customer relations. Develop and execute customer specific account plans with focus on increasing mid and long term business in order to deliver a positive contribution to the AF-KL (Cargo) revenue targets. Spends over 75% of his/her time working with customers. The cargo sales manager will be based in vancouver and will oversee three stations : YEG, YYC and YVR.

**Organisational Context**

This function is part of the Sales and Distribution organization. Sales is one of the disciplines present in each market, next to Customer Service and Operations. Responsible for a market is a Manager, Local Market who has hierarchal responsibility. Local Managers report to an Area Vice President. The Cargo Sales Manager works in close contact with Customer Service and Operations Teams, build and maintains relationship with customers, providing a range of services and products and taking into consideration customer needs in order to safeguard the interest of the company.

**Key Responsibilities**

1. Relationship Management
- Professionally represents and promote AFKL service, products and solutions with relevant stakeholders (forwarding agents, shippers and other cargo industry parties) in such a way that predefined targets are achieved.

2. Develop Sales Strategy
- Maintains and develops existing and new customers with agents and when possible shippers to maximize revenues based on individual account plans.
- Secures additional business considering market conditions, competitors and by offering solutions that meet the customer’s needs.
- Acquires and analyzes market information to support achieving revenue goals ex. WACD Statistics, spotfire reports etc.
- Proactively solicits support of Vertical and Specialty Managers to increase development of value added products.
- Engages central Global Account Management and acts as co-ordinator of the Global Account management program in the field.
- Actively develops consignee sales. Assists colleagues in securing business, contacting decision makers and giving proper follow up to sales leads.
- Shares all relevant intelligence with Sales and Customer Service colleagues.

3. Sales Planning and Account Management.
- Develops a sales forecast and plan per Account managed considering: Revenue targets per product, E-channel bookings, Quote and Book, E-AWB, Import Sales.
- Ensures sales visits are well planned and executed in the most cost-effective manner possible.
- Allocates necessary time with customers based on customer segmentation.
- Safeguards the required number of sales calls are achieved each month.
- Prepares a written report following each sales meeting in CIM and shares with relevant colleagues.
- Ensures follow up and monitoring of identified opportunities and that they are well reflected on a weekly basis in CIM.
- Develops and organizes promotional activities

4. Pricing
- Plays a lead role in the seasonal pricing process including: published Market Tariffs, Pricing Agreements, Contracts and MPC levels.
- Acquires and analyses relevant pricing information based on market intelligence and exchanges of information with Customer Service and Revenue Management.
- Maximizes yields/revenues by negotiating optimal pricing for customer specific agreements by considering each customers unique requirements and characteristics.
- Prepares, registers and communicates customer agreements negotiated with Customer Service.
- Regularly reviews spot-rate guidelines and adjustments to MPC (Minimum Pricing Condition) levels that may be necessary to maximize revenue results.

**Main Interfaces**
- Customers - agents, shippers
- Manager, Local Market
- Customer Service
- Sales Managers in Specialty/Vertical teams
- Operations
- Revenue Management
- Sales Managers in other Stations
- Finance/Accounting

**Job Requirements: knowledge, learned disciplines, experience**
- University degree
- 5 to 7 years of air cargo knowledge/experience
- Airline related knowledge
- Sales experience
- Strong interpersonal and relationship building skills
- Proficient communication, reporting and analytical skills
- Fluent in English.

**Competencies**
- Customer focus
- Building relationships
- Communication
- Analytical skills
- Business orientation
- Planning and organizing
- Teamwork
- Initiative
- Impact

**Job Types**: Full-time, Permanent

Pay: From $1.00 per year

**Benefits**:

- Company pension
- Dental care
- Disability insurance
- Employee assistance program
- Extended health care
- Life insurance
- Paid time off
- RRSP match
- Tuition reimbursement
- Vision care
- Wellness program

Schedule:

- 8 hour shift
- Monday to Friday

**Education**:

- Bachelor's Degree (preferred)

**Experience**:

- Freight-Cargo: 5 years (required)

Work Location: In person

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