Senior Director, Cargo Sales - The Americas

Senior Director, Cargo Sales – The Americas

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 into the MD Commercial - Cargo, the Senior Director, Cargo Sales – The Americas, has overall responsibility for developing and increasing Air Canada's presence and increasing revenue, market share and profitability in the Americas. The role includes functional oversight and leading regional sales heads in Canada, the US, and Latin America, ensuring compliance with all commercial quality programs and development of strategies for sales revenue generation for the diverse and growing region.

This position may be located in Canada or the United States.

Responsibilities:

• Define, develop and implement strategic and tactical sales plans that focuses on divisional performance objectives & priorities.
• Overall responsibility for all of Air Canada Cargo's customer in the Americas.
• Plan, develop and implement strategic cargo sales plan to achieve sales goals and growth.
• Ensure team delivers increased profitability & yield within budget & cost of sales guidelines.
• Develop & drive regional channel of distribution strategy & Customer Relationship Management (CRM) sales pipeline management.
• Design & develop an overall plan for the general sales agents in the region to ensure full compliance with Air Canada Cargo's commercial, operational, customer service strategies and ethical standards.
• Establish competitive commercial strategies to meet cargo revenue and tonnage targets in The Americas.
• Determine revenue, expense and performance management objectives.
• Establish and maintain strategic partnerships within the cargo industry, agencies, other carriers, government offices, clubs, associations, etc.
• Develop strategy for Incentive Agreement and RFP negotiations with Key Global Accounts.
• Establish business objectives and revenue targets for each client in the portfolio.
• Formulate & direct Cargo Sales team in the negotiations and management of all Key Accounts to ensure revenue targets are achieved.
• Develop team client relationship & engagement strategy that includes Air Canada Cargo senior level involvement.
• Monitor and control the service performance key indicators and ensure performance metrics are achieved; ensure corrective actions as required.
• Provide oversight and direction to all AC Cargo commercial staff and general sales agents in the Americas.
• Support compliance with collective agreement & sound union, management and employee relations across the Americas.
• Maintain an up-to-date understanding of industry trends and technical developments that affect target markets.
• Participate fully in professional associations activities throughout the cargo industry, while maintaining & fostering strong industry relationships, with forwarders, other carriers, government offices, associations.
• Coach, mentor & manage employees, to ensure maximum performance, maintaining levels of initiative and motivation. Ensure team is adequately and appropriately resourced and trained so as to optimally carry out their functions.

Qualifications

• University or college diploma in business administration required
• 10+ years relevant experience in sales leadership; proven record of delivering to sales targets, market growth and yield improvement
• Minimum 5+ years in logistics
• Strong coaching skills and experience with creating a high-performance sales team
• Strong negotiation, interpersonal, communication, presentation, leadership and decision-making skills with a certain level of ambiguity (risk management)
• Results oriented and proven ability for attention to detail and meeting deadlines
• Ability to build strong relationships with both internal and external customers
• Experience in change management considered an asset
• Proven superior interpersonal skills and leadership capabilities
• Result focused, entrepreneurial, adaptable and action oriented
• Proficient knowledge of Microsoft Word, Excel and PowerPoint
• Demonstrate punctuality and dependability to support overall team success in a fast-paced environment.

Conditions of Employment:

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

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.