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IAG cargo - key account manager

8:25:00 PM

Ref
IAGCA33
Region
UK - Heathrow
Location
IAG Cargo
Category

Maximise the return from our customer relationships, using rate negotiation, effective selling, commercial planning, relationship building and new business development. Excellent business acumen and strong interpersonal skills needed
 
Please note that this will be on an IAG Cargo Ltd contract

Job Description

Closing Date: 24th March 2013
Job Purpose
  • Deliver both import and export revenue contribution through maintaining and developing strategic partnerships with IAG Cargo’s key customers
  • Lead and co-ordinate internal resources in support of our customers needs

Principal Accountabilities

  • Develop an intimate understanding of the customer’s business using a variety of sources and identify and explore commercial opportunities on both exports and imports
  • Developing and maintaining long term strategic relationships with IAG Cargo’s key customers
  • Engaging in tri-partite relationships with agents and shippers to deliver value add services in order to cement IAG Cargo’s position as a supplier
  • Develop innovative solutions for customers that not only support our current product portfolio but lead the business in improving those products and developing new ones
  • Prepare bespoke strategic plans, encompassing sales, marketing and pricing activities, to maximise opportunities and value for both parties
  • Implement and manage strategic activities to deliver increased value for BA (measured by profitability and market share)
  • Monitor performance of strategic plans and evaluate successes, risks and opportunities and formulate plans to address these
  • Champion innovation in the development and delivery of strategic activities and take responsibility for driving change within IAG Cargo in support of customer needs
  • Identify key influencers and decision-makers within customer and develop an action plan to deepen the relationship with this audience, drawing on senior level support within IAG Cargo where appropriate
  • Contributing to formulation and implementation of a sales strategy to maximise short and long term revenue opportunities, reduce cost of sale

The Individual

Skills
  • Excellent negotiation skills
  • Strong listening and questioning skills - outstanding communication and interpersonal skills
  • Vision to understand customer needs and translate them in to practical solutions
  • Ability to drive change
  • Proven planning skills
  • Disciplined time management and ability to work under pressure
  • Excellent proposal writing, project management and analytical skills
  • Able to analyse results and identify and explain any variances from targets
  • Ability to follow and ensure compliance with operational processes
Essential Qualifications
  • Educated to A level desirable
  • Numeracy qualification advantageous
  • Sales or Marketing qualification or accreditation desirable
Experience
  • Experience of managing multiple accounts and relationships
  • Experience of direct customer contact
  • Experience of presenting proposals to customers at senior management level
  • Be comfortable working towards clearly defined sales targets
  • A good understanding of what is required to develop and maintain the most valuable customer relationships
Expertise
  • Effective presentation of information & data
  • Successful use of selling skills
  • Database analysis skills
  • Pricing of cargo
  • Basic knowledge of revenue management processes
  • Some knowledge of IAG Cargo, BAWC and Iberia Cargo products
  • Extensive commercial knowledge of the global Air Freight market

Application Process

All applicants are required to submit their CV and answer the following question. Please prepare your answer in advance, maximum 250 words
  • Please tell us why you are attracted to this role and the skills and capabilities that you would bring with you?
Please note that this will be on an IAG Cargo Ltd contract

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