Manager, Corporate Sales - 32398

Job Description

Description

• 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

• 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 minimal 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

• 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.