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Manager, Sales Operations - Cargo - 30073

Location: TORONTO, ON, Canada
Posting Start Date: Nov 10, 2022
Posting End Date: Nov 17, 2022

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Job Description

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, the purpose of this role is to improve the overall commercial effectiveness of the Canadian Sales Team and to drive revenue growth. The incumbent will provide a key link to sales by working closely with our Business Intelligence, Capacity and Revenue Management teams to achieve closer alignment and increase efficiencies across the commercial branch. To be able to identify both current and future market and industry trends and apply data analysis to generate leads and provide strategic and tactical planning for the Strategic Account Managers. To enact change in the management and processes of strategic selling that will drive profitable and sustainable market share growth.
  • Propose ways to increase productivity and effectiveness of the sales organization by leading the development, design, and implementation of new processes to the sales team.
  • Utilizing tools and metrics in an analytical approach to drive efficiencies and provide lead generation to the Strategic Account Managers.
  • Provide ongoing strategic and tactical commercial support to the Director, Cargo Sales
  • Coordinate commercial efforts in collaboration with Revenue Management, Business Intelligence, and Marketing teams.
  • Drive the CRM effectiveness with the team for strategic account planning, objectives and maintaining a healthy sales pipeline of business growth opportunities.
  • Work with the Business Intelligence team to utilize current reports and dashboards and to generate new ones for tailored reports that can be pushed to the sales team
  • Identify routes and markets that need support by working in alignment with the Revenue Management and Capacity teams to push focus lanes to the Strategic Account Managers, while meeting our target revenues.
  • Identify current and future market/industry trends and be aware of the competitive landscape to drive changes in our sales practices, tactics, and approach.  
  • Assist the team with creating and preparing sales presentations and effective agendas for their customer meetings and Quarterly Business Reviews.
  • Collaborate and lead cross functional teams with subject matter experts to help develop and grow new and existing business verticals.
  • Optimize revenues by developing strategies to leverage sales policies and operational procedures to increase Air Canada Cargo’s competitiveness
  • Represent and promote Air Canada within cargo industry community at trade events, industry functions and appropriate events.
  • Work closely with the marketing team to push our brand awareness, make decisions on customer/industry events to attend with ROI, and select targeted marketing campaigns for our customers to drive overall growth.

Qualifications

  •  Strong understanding of the cargo/airline business with 5+ years of commercial sales experience or similar.
  • Self motivated individual with strong interpersonal, communication, organizational, and presentation skills.
  • Demonstrate good commercial judgement and ability to make quick informed recommendations.
  • Results oriented and highly driven.
  • Strong analytical thinking, problem-solving, and negotiation skills. 
  • Strong quantitative and qualitative analytical skills to analyze complex data
  • Ability to think in a logical, structured manner to solve problems
  • Capable of structuring comprehensive, logical analysis with minimum supervision
  • Attention to detail
  • Good understanding of financial and commercial concepts
  • Ability to think outside of the box and develop flexible approaches to resolve complex issues
  • Ability to build strong relationships with both internal and external stakeholders. A collaborative team builder and team player.
  • Ability to work in a complex, quickly changing environment and to be able to manage simultaneous projects while meeting deadlines.
  • Must be receptive to flexible work hours, holiday/weekend coverage and travel expectations.
  • Expertise with Word, Excel and Power Point
  • Proficiency with CRM - Salesforce or similar.
  • Undergraduate degree, preferably in business/marketing
Conditions of Employment:
  • Candidates must be eligible to work in the country of interest, at the time any offer of employment is made and seeking any required work permits/visas or other authorizations which may be required is the sole responsibility of the candidates applying for this position.
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.
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