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Manager, Cargo Sales and Key Accounts - Asia and Pacific - 20524

Location: Hong Kong
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, implement, and execute regional sales activities in the Asia & Pacific covering sales, products, and capacity management. Review performance by local agents, global customers, and key corporate accounts in the region. Build, develop and manage on-going customers relationship. Plan, create and execute customer / regional sales strategy, promotion and solicitation, drive and maintain profitable cargo revenue derived from agency (local, global, key corporate accounts), direct customers, interline carriers, contract carriers, and off-line stations to meet divisional objectives. Provide the highest standards of customer service to all customers (local and global). Ensure the most efficient utilization of all sales resources for revenue optimization purpose.

  • Plan and develop all cargo sales strategies / products / networks with the Director, Cargo Sales and Services, Asia & Pacific.  
  • Measure, monitor and communicate sales performance to customers on monthly basis. 
  • Review station sales performance with the Director Cargo, Sales and Services Asia & Pacific.
  • Participate in the development and implementation of procedural guidelines for regional sales and customer service activities.
  • Manage and prepare customers’ RFQs.
  • Use the CRM system to manage prospecting new business opportunities with existing and new accounts.
  • 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 region and work jointly with these decision-makers to develop business / sales / growth opportunities beneficial to all parties.
  • 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 and capacity usage to 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.
  • Support Manager, Sales in various countries on sales matters and provide functional direction to the Sales Team in the region.
  • Participate in negotiations of interline, general sales agency agreements and ground handling agreements when and where applicable.
  • 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 region.
  • 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.
  • Liaise, maintain and manage key relationship with AC Cargo HDQ (specifically with revenue & capacity management, product and marketing team), stations and business partners (i.e. GSA) in the region.
  • Address service issues with customers.




  • University degree
  • Minimum of 10 years of experience in any area of airfreight sales, capacity management, and customer service with an international carrier
  • Thorough knowledge of domestic and international freight forwarding agents
  • Working knowledge in the freight forwarding industry is an asset
  • Proven leadership, managerial, organizational and communication skills
  • Detail-oriented and multi-tasking capability
  • 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 integrity, business acumen, negotiation and innovative thinking
  • Proficiency in Microsoft Office applications (Excel, Word, Powerpoint)


Bilingual (English and Chinese)

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.