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Business Management Executive

12:43:00 AM
Ref
IAGCA105
Region
UK - Heathrow
Location
Carrus, LHR
Category

Use your analytical skillls to influence commercial decision-making for IAG Cargo.
 
Please note that this will be on an IAG Cargo Ltd contract

Job Description

Closing Date: 6th June 2014
Purpose of the Role
The role exists to provide support to the Business Manager Sales in a number of key areas and to support the delivery of commercial change projects across the IAG Cargo business.  
 
The role will also assist the development of the enhanced business intelligence required to understand the state of the IAG Cargo business and to undertake appropriate analysis to drive commercial decision-making
Scope of the Role
  • To analyse and present management information, drawing conclusions to drive sales decision-making
  • To lead commercial planning activity to support key commercial initiatives
  • Project Management of key change initiatives

Principal Accountabilities

  • Delivery of business plan QNNR targets to contribute to IAG financial plan operating margin
  • Project Management and support of commercial change projects ongoing within the Sales environment
  • Represent the sales function on key working groups and projects relating to other parts of the business
  • Support the production of management information / business intelligence that enables a quick and thorough insight into the state of the business
  • Produce management information using Business Objects, ORACLE and EXCEL skills and analyse the information in order to draw meaningful conclusions that drive commercial decision-making
  • Produce effective professional presentations using MS Powerpoint to present key trends and findings for a range of audiences
  • Work closely with commercial managers across the regions to understand the commercial environment and to provide effective support to drive commercial initiatives
  • Work closely with regional business managers to ensure consistency in the management information produced across the network
  • Interpret business trends through analysis of the market information available and provide analysis to the Sales management group
  • Understand market conditions and dynamics to influence commercial development objectives
  • Identification of commercial opportunities by using appropriate sources of information such as market data, local sales teams and market research
  • Develop market intelligence capability to inform the global sales team
  • Liaise with the Revenue Management & Network teams as required to support commercial initiatives
  • Support financial planning and re-forecasting activity, including identification of variance causal factors
  • Support the optimisation of capacity utilisation including line flights, freighters, trucks and interline capacity
  • Ensure appropriate pricing guidelines are in place across the network
Key Relationships/Interfaces
Internal
  • Global Head of Sales
  • Head of Global Key Accounts
  • Business Manager Commercial
  • Regional Commercial Managers
  • LATAM Sales Managers
  • Finance
  • Revenue Management Team
  • Network and Freighter Team
  • HR Team
  • Products
  • Overseas travel is required

The Individual

Skills
  • Very strong influencing and networking skills with key stakeholders driving difficult decisions and managing complex relationships
  • Skilled negotiator
  • Able to lead and deliver change
  • Strong communicator –both verbal and written
  • Strong planning and budget skills
  • Proven experience in matrix management and the ability to form meaningful cross-functional relationships
  • Action orientated, drives pace, challenges appropriately to maintain momentum within tight timescales
  • Ability to design and implement strategy to articulate priorities, direction and focus
  • Proven ability to work under pressure and manage complex and often unique issues creating relevant clarity in areas of ambiguity
  • Proven Project Management skills
  • Strong people management skills
  • Numerical literacy and strong analytical skills
  • Customer focus – has an understanding of how to identify customer needs and how to address them
Qualifications
  • Educated to degree level in business/numerate subject or equivalent
Experience
  • Evidence of identification of areas of improvement and provision of creative solutions to benefit the customer
  • Track record of delivering sustainable and significant change and reducing complexity
  • Proven ability to deliver objectives on time and to budget through the use of planning tools
  • Evidence of use of data to drive commercial decision-making
  • Ability to communicate and influence effectively across functions, cultures and hierarchies
  • Commercial and competitive awareness
  • Experience of working with 3rd party suppliers
  • Matrix management

Application Process

All applicants are required to submit their CV and answer the following question. Please prepare your answer in advance:
  • Please outline the 3 key reasons why you believe you will be successful in this role. (Max 250 Words)
Please note that this will be on an IAG Cargo Ltd contract

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