Job description

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 National Account Manager – Domestic Sales will be responsible to develop and maintain strong business relationships with a strategic portfolio of our top Canadian freight forwarders that are primarily focussed on moving goods domestically. The incumbent will maintain and grow the customer portfolio maximizing sales targets and market share at both the national and regional levels. The position will require working in close partnership with the Canada Sales, Regional Operations, Customer Service and Capacity/Revenue Management teams with regular domestic travel expectations that can be up to 2-3 times per month. 

Responsibilities: 

• Promote AC Cargo’s system network and grow market share from existing domestic customers while securing new business from prospective customers through a consultative sales approach.
• Proactively research and qualify current/new customer opportunities, understand customer concerns, and manage the full sales life cycle. 
• Regular travel across Canada to primary and secondary network regions visiting internal operations and customer head/branch offices as appropriate.
• Create and deliver sales presentations, Quarterly Business Reviews, and joint strategic sales calls for all levels of the customers’ leadership teams, effectively engaging all levels of decision-makers.
• Effectively use our Cargo Relationship Management system and our Business Intelligence tools daily to capture and record customer information and sales activity data to report prospecting activities and opportunity pipeline.
• Identify opportunities by researching industry, customer, publications and tracking individual contributors. 
• Analyze the domestic market and customers’ potential determining the value of existing and prospective customers short and long term.
• Provide intelligence, guidance and direction regarding domestic pricing strategies and allocation management for strategic accounts to the Associate Account Managers, Pricing and Capacity/Revenue Management teams. 
• Provide guidance to the Associate Account Managers and assistance in the day-to-day management of tactical activities related to pricing and capacity. 
• Create and manage account/customer value plan for existing customers highlighting profile, market share and opportunities. 
• Plan and organize personal sales strategies maximizing ROI for the territory and potential.
• Strategically engage and identify revenue opportunities with customers and jointly develop and execute service delivery plans. 
• Coordinate sales efforts with marketing, sales management, capacity, accounting, pricing, and operation teams. 
• Engage in market/industry research events as appropriate and leverage strategically for BD opportunities. 
• Provide strategic support to the Senior Manager, Cargo Sales Canada, and regional leadership teams as appropriate. 
• Engage in monthly account portfolio/opportunity review meetings with the Canada Sales team.
• Act as interface between Air Canada and forwarders 
• Achieve and exceed cargo revenue and market share improvement targets. 
• Represent and promote Air Canada within cargo industry community at trade events, industry functions and appropriate events. 
• Assist with all sales and marketing plans relating to regional and national development. 

Qualifications

• Undergraduate business degree required
  
• 5+ years of related work experience
  
• Strong commercial sales experience with an understanding of the cargo, supply chain & logistics industry.
  
• Highly developed interpersonal, communication and presentation skills. 
  
• Demonstrated leadership and decision-making abilities with strong negotiating skills.
  
• Exceptional planning, organization, and time management skills.
  
• Strong competitive drive with the ability to build strong relationships with both internal and external customers.
  
• Developed analytical skills in dealing with customer and market data to drive sales strategy approach.
  
• Ability to cope with irregular or multiple work demands. 
  
• Must be receptive to flexible work hours, holiday/weekend coverage and regular travel expectations. 
  
• Proficiency with MS Office Suite applications such as Word, Excel, PowerPoint and MS Teams.

Conditions of Employment:

• Candidates must be eligible to work in the country of interest, at the time any offer of employment is made and seeking any required work permits/visas or other authorizations which may be required is the sole responsibility of the candidates applying for this position.

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.

Requirements: