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Business Manager LATAM (Latin America and Caribbean)

12:44:00 AM
Ref
IAGCA106
Region
USA
Location
Miami, USA
Category

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

Job Description

Closing Date: 6th June 2014
Purpose of the Role
Responsible for maximising contribution out of the Latin American & Caribbean (LATAM) market by providing effective commercial support to the LATAM sales team.

Provides central management of all dealing, pricing and contract management activity including the management of interline capacity use.
Scope of the Role
  • To provide management information and draw conclusions from this information to drive sales decision-making
  • To ensure appropriate rigour is applied to the management of all rates, contracts and incentives
  • To lead commercial planning activity to support key commercial initiatives
  • Project Management of key change initiatives
  • Oversee the use of interline capacity out of the region to maximise contribution

Principal Accountabilities

  • Delivery of business plan QNNR targets to contribute to IAG financial plan operating margin
  • Optimisation of the IAG long-haul network for optimum benefit of the business, including use of Short-haul freighters, Long-haul freighters, trucking & line-haul aircraft on BA and Iberia (IB) metal
  • Optimisation of the available interline options, maximising opportunities to generate incremental contribution at lowest cost and ensuring the optimal mix of usage of IB, BA and interline capacity
  • Ensure the LATAM sales team understands the interline options available including Partner Plus opportunities and support their use to drive incremental contribution
  • Ensure optimal mix of products on constrained capacity
  • Delivery of Business Management information pertinent to the successful commercial management of the LATAM cargo business
  • Tracking of the performance of key commercial initiatives
  • Provision of market intelligence
  • Provide effective analysis from available data, drawing conclusions to drive commercial planning
  • Management and co-ordination of the LATAM capacity allocations agreed with revenue management on a seasonal basis
  • Management of commercial change projects
  • Contribute to financial plan activities, particularly to ensure a full understanding of the capacity assumptions made, effectively tracking any un-forecasted capacity changes
  • Ensure full and effective usage of PULSE across the region and support training of new staff in the use of the tool
  • Management and co-ordination of all Pricing activity across LATAM, ensuring that all rates are entered and managed appropriately within OPTIMAcops
  • Setting of local pricing guidelines
  • Co-ordination of all LATAM-wide dealing activity
  • Contract Management of all space and volume agreements (BSA/PB/CPAs) across LATAM, ensuring that robust tracking processes are in place to ensure compliance to central guidelines and records of shortfall billing are kept
  • Ensure all supplier relationships are managed within a “best practice” supplier management approach, including regular, fully documented supplier reviews as required
  • Work with Marketing and Communications to ensure all opportunities reach the sales force and customers in a timely and relevant manner and the IAG Cargo profile is maximised in the market place
  • Act as the key link between central departments such as revenue management, products and finance and the LATAM commercial team
Key Relationships/Interfaces
External
  • Senior Management of General Sales Agents
  • Senior Management of Customer Base
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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