Reporting into the Managing Director, Commercial Cargo, The Director, Cargo Sales – EMEA, has overall responsibility for developing and increasing Air Canada’s presence and increasing revenue, spanet share and profitability via agency agreements, interline agreements, direct customers and contract carriers in the EMEA region. The role includes functional oversight and leading regional sales heads throughout the EMEA region, ensuring compliance with all commercial quality programs and development of strategies for cargo sales revenue generation for the diverse and growing region.

Responsibilities:

Define, develop and implement strategic and tactical sales, spaneting, operational plans that focuses on divisional performance objectives & priorities.Overall responsibility for all of Air Canada Cargo’s customer service in the EMEA.Plan, develop and implement strategic cargo sales plan to achieve sales goals.Ensure team delivers increased profitability & yield within budget & cost of sales guidelines.Develop & drive global channel of distribution strategy & Customer Relationship Management (CRM).Design & develop an overall plan for the general sales agents 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 AmericasDetermine revenue, expense and performance management objectives.Establish and maintain strategic partnerships within the cargo industry, agencies, other carriers, government offices, clubs, associations, etc.Collaborate with the Global Partnership team on Incentive Agreement negotiation 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 existing and prospective 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 spanets.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.

University or college diploma in business administration required10+ years relevant experience in sales leadership; proven record of delivering to sales targets,  spanet growth and yield improvementMinimum 5+ years in logisticsStrong coaching skills and experience with creating a high performance sales teamStrong 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 deadlinesAbility to build strong relationships with both internal and external customersExperience in change management considered an assetProven superior interpersonal skills and leadership capabilitiesResult focused, entrepreneurial, adaptable and action orientedProficient knowledge of Microsoft Word, Excel and PowerPoint

Linguistic Requirements

Diversity and Inclusion

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.