Sales Advisor - Cargo - USA

Air Canada; Dallas (TX); On-site; USD 60,000 - 90,000; Full time

Job summary

Air Canada is seeking a Sales Advisor, Cargo to maximize sales profitability and market share within the assigned territory. You will engage customers with a consultative, solutions-based approach and leverage CRM systems to drive pipeline and reporting.

The role requires collaboration with global teams to develop and negotiate long- and short-term capacity agreements, and travel as needed to meet clients and close deals. A strong sales background in cargo is essential.

Qualifications

• 3+ years of commercial sales experience in cargo.
• Strong interpersonal, communication and presentation skills.
• Demonstrated leadership and decision-making abilities.
• Strong negotiating skills.
• Ability to build strong relationships with internal and external customers.

Responsibilities

• Promote, sell and secure business from existing and prospective customers through a consultative relationship-based approach.
• Qualify prospects and understand customer concerns; manage the sales process.
• Use CRM daily to capture customer information and sales activity and report pipeline.
• Identify opportunities by researching industry and customers; track contributors.
• Analyze territory potential and value of customers; develop sales strategy for the territory.
• Coordinate sales efforts with marketing, sales management, call center, capacity, accounting and operations teams.
• Develop and negotiate capacity agreements with Global Account Team, HDQ and Operations.
• Act as primary interface between Air Canada and forwarders/shippers; conduct account reviews.
• Aim to achieve or exceed cargo revenue and market share targets.

Skills

Sales experience

Interpersonal skills

Negotiation

Leadership

Planning & organization

Time management

Data analysis

Travel readiness

Communication & presentation

Account management

Education

Undergraduate business degree

Tools

MS Office (Word, Excel, PowerPoint)

Job 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.

The Sales Advisor, Cargo is responsible to achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling Air Canada Cargo products & services through a consultative and solutions-based sales approach. The individual will undertake the challenging opportunity to increase Air Canada’s market share and revenue within their assigned territory and customer base.

Responsibilities

• Promote/sell/secure business from existing and prospective customers through consultative and solutions relationship-based approach.
• Responsible to qualify prospects, current customer opportunities, understand customer concerns, and manage the sales process.
• Use the CRM system daily to capture and record customer information and sales activity data and to report pipeline and prospecting activities.
• Identify opportunities by researching industry, customers, publications and tracking individual contributors.
• Analyze territory/market potential and determine the value of existing and prospective customers.
• Develop and implement a sales strategy for the territory including the marketing of AC Cargo’s many Solutions
• Identify revenue opportunities with clients and jointly develop a strategy plan to mutually increase profitability
• Coordinate sales efforts with marketing, sales management, call center, capacity, accounting and operations teams.
• Obtain market information from customers during daily contacts and distribute as appropriate to develop sales strategies.
• Exception Contract, Spot Rate, Local Pricing, RFQ and Allocation Management
• Action accounting discrepancies
• Work with our Global Account Team, HDQ and Operations, to develop, negotiate, and manage long and short term Capacity agreements .
• Act as primary interface between Air Canada and forwarders/shippers
• Conduct regular account performance reviews
• Achieve or exceed cargo revenue and market share improvement targets.
• Represent and promote Air Canada within the cargo industry community
  

Qualifications

• Undergraduate business degree a definite asset
• Strong understanding of the cargo business with 3+ years of commercial sales experience.
• Highly developed interpersonal, communication and presentation skills.
• Demonstrated leadership and decision-making abilities.
• Strong negotiating skills.
• Results oriented.
• Exceptional planning and organization skills.
• Ability to build strong relationships with both internal and external customers.
• Strong analytical skills to decipher data and general industry information.
• Proven time management and prioritization skills.
• Ability to cope with irregular or multiple work demands
• Must be receptive to flexible work hours, holiday/weekend coverage and travel expectations
• Proficiency with PC Window applications such as Word, Excel and Power Point
• Travel (Domestic and International Travel), in-person sales calls and meetings as required.
  

Conditions Of Employment

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

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.