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Manager, Cargo Sales and Service – Australia and New Zealand - 20520

Location: SYDNEY, NSW, Australia
Posting Start Date: Jun 5, 2018
Posting End Date: Jun 19, 2018


Job Description


Are you passionate about reaching new heights, teamwork and making a meaningful contribution? Do you picture yourself as a valued member of an industry-leading organization? If you answered yes to these questions, Air Canada is seeking enthusiastic individuals to join the diverse and vibrant team working together to lead the growth and expansion of Canada’s flag carrier.


This position will manage a sales and operational team in Australia and New Zealand as such is responsible for building and managing on-going customers and vendors relationship. Plan, create and execute customer / geographic sales strategy, promotion and solicitation, drive and maintain profitable cargo revenue from agency, direct customers, interline carriers, and contract carriers to meet divisional objectives. Oversee the management, safety compliance and quality assurance of cargo operations including 3rd party supplier in the territory. Provide the highest standards of customer service to all categories of customer. Ensure the most efficient utilization of all resources and cost containment within the budget.

  • Plan and develop all cargo sales strategies / products / networks with the Director, Cargo Sales and Services, Asia & Pacific.  
  • Establish and maintain contacts throughout the cargo industry, agency, other carriers, government offices, clubs, associations, etc.
  • Liaise and deal directly with executives of key accounts in the territory on a regular basis. Work jointly with these decision-makers to develop business / sales / growth opportunities beneficial to all parties.
  • Participate in the development and implementation of procedural guidelines for local sales and customer service activities.
  • Use the CRM system to manage prospecting new business opportunities with existing and new accounts.
  • Build relationship, loyalty, based on mutual trust and credibility.
  • Implement and monitor cargo sales program and products to achieve stated revenue objectives.
  • Analyze cargo sales results. Evaluate and identify revenue improvement opportunities and costs related to proposed product to ensure profitability and document findings via report format. 
  • Liaise with the Director, Cargo Sales & Service – Asia & Pacific on matters pertaining to the cargo product and commercially related cargo sales and service systems.
  • Monitor and evaluate key indicators for sales outlook; participate in or prepare revenue forecasts for inclusion in the Asia & Pacific division’s Cargo Sales and Marketing Plan. Identify potential threats to existing business and develop strategy to address such developments.
  • Recommend revenue, expense and performance management objectives; monitor results and take corrective action as required to ensure that agreed objectives are achieved.
  • Manage the expense budget for Australia and New Zealand as well as identify and capitalize on any cost containment opportunities.
  • Provide functional direction to the staff i.e Cargo Agents in the Customer Service and Operations area.
  • Participate in negotiations of interline, general sales agency agreements and ground handling agreements when and where applicable.
  • Regularly liaise with ground handlers in the territory to ensure compliance with standard operating procedures and Air Canada customer service levels.
  • Coordinate the development and implementation of activities related to customs and other Government agencies.
  • Actively promote Safety and Quality Assurance at AC Cargo’s Hong Kong station.
  • Seek out and identify safety hazards and deficiencies within AC Cargo’s operations in the territory through the active encouragement of a frank, open and non-punitive reporting culture.
  • Advise the Director, Cargo Sales & Service – Asia & Pacific if there are inadequate human and/or financial resources to support commercial and operational activities (including safety and quality assurance activities) in the territory.
  • Ensure that AC Cargo’s safety and quality assurance activities in the region are led by individuals who are appropriately trained and qualified to perform those activities.
  • Represent Air Canada at business meetings, local trade shows, corporate functions, media, business and community organizations, and government agencies to secure maximum support and cooperation and enhance company image.
  • In addition to guiding and counseling, provide strong leadership to immediate deputies.
  • Develop human resources through training and human resources planning; maintain good employer/employee relationships; maximize sales, service and operational awareness of all staff.
  • Maintain and manage key relationship with AC Cargo HDQ, various stations and business partners (i.e. GSA) in the region.


  • University degree
  • Minimum of 10 years experience in airfreight sales and operations with an international carrier.
  • Thorough knowledge of domestic and international freight forwarding agents
  • Proven leadership, managerial, organizational and communication skills
  • Excellent “Relationship” management skills
  • Established credibility within the freight forwarding and airline communities.
  • High level of analytical and problem-solving skills
  • Demonstrated strength in key competencies such as business acumen, negotiation and innovative thinking.
  • Proficiency in Microsoft Office applications (Excel, Word, Powerpoint)



At Air Canada, we want to fly higher when it comes to employment equity. We, therefore, encourage applications from Aboriginal peoples, women, members of a visible minority and persons with a disability.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted.