Specialist, Cargo Sales and Market Development

Delta Air Lines, Inc.; Atlanta (GA); On-site; USD 110,000 - 170,000; Full time

Job summary

Delta Air Lines, Inc. seeks a Specialist, Cargo Sales and Market Development to connect market opportunities with customer strategies, supporting revenue growth across Delta Cargo's global network.

Based at Delta Cargo’s HQ in Atlanta, the role collaborates with Field Sales, Pricing & Revenue Management, Network Planning, and JV partners to drive profitable outcomes. The position requires analytical and strategic thinking, leadership across functions, and the ability to translate customer

Qualifications

• Experience leading cross-functional teams across sales, pricing, network planning and operations.
• Proven ability to analyze market dynamics and translate into competitive offers.
• Experience coordinating RFP responses and measuring commercial performance.

Responsibilities

• Lead cross-functional execution of strategies with local and global stakeholders.
• Coordinate market development actions to grow Delta Cargo’s markets and revenue.
• Own end-to-end commercial analysis of customer proposals and bid strategies.
• Lead Cargo commercial performance reviews and quarterly business reviews.
• Develop capabilities to provide offers and solutions efficiently and accurately.

Skills

Market analysis

Cross-functional collaboration

RFP coordination

Performance management

Strategic thinking

Job description

The Specialist, Cargo Sales and Market Development, is a key member of Delta Cargo’s commercial organization, connecting market opportunities with customer strategies to support profitable revenue growth, optimizing Delta Cargo’s $1B+ revenue worldwide. Using both a market perspective across customers and a customer perspective across markets, this role identifies where Delta Cargo can grow, develops analytical recommendations for customer offers, and helps measure and steer commercial performance across Delta’s global network. As an analytical and strategic partner, this role collaborates with Field Sales, Pricing & Revenue Management, Network Planning, Operations, and our joint venture partners to achieve shared objectives. This position reports to the Manager, Cargo Sales and Market Development and is based at Delta Cargo’s HQ in Atlanta.

• Lead cross functionally with local and global stakeholders to execute strategies developed and perform performance management
• Coordinate actions and strategies to develop Delta Cargo’s markets across the organization, including with Sales, RM, Network, Sales Development, Operations, and JV Partners; identify market performance drivers and opportunities to improve Cargo revenue
• Lead end-to-end commercial analysis of customer proposals and coordinate RFP responses, translating customer requirements into competitive, financially sound, and operationally executable offers that drive incremental value to our customers and Delta
• Lead Cargo commercial performance management for a region of our business, executing key elements of Cargo’s performance management cycle including weekly trends, monthly Origin Performance Reviews (OPRs), quarterly JV Performance Reviews and annual Business Review Meetings (BRMs)
• With continuous improvement mindset, develop our capability to effectively and efficiently provide offers and solutions to our customers and enhance our analytical capabilities
• Lead internal bid-strategy stakeholder review meetings, clearly articulating the rationale behind proposed pricing, capacity commitments, lane participation, and other terms
• Identify barriers to commercial growth and lead cross-functional efforts to address, track, and resolve them
• Deliver seasonal flight steering and strategy development for 30+ seasonal lanes, including goal setting and lane performance optimization post-launch; leverage new technology to expand our flight steering coverage
• Proactively analyze market dynamics, formulate initiatives and strategies that maximize revenues in assigned market scope
• Enable incremental value from our joint ventures with partner airlines via market development, commercial steering and performance management
• Augment quantitative data with qualitative data to assess and value Delta’s opportunities by market, customer, channel, and product
• Ensure the completeness, accuracy, and commercial integrity of customer proposals