Reporting to the Director, Cargo Sales - LATAM, the Manager, Regional Sales Cargo will be accountable for all aspects of sales and reservations activities throughout Mexico. The role is responsible for developing and maintaining value-driving relationships with our cargo customers based in the assigned region, delivering high quality service levels throughout the sales and reservations processes. The role will develop and lead all sales strategies and work with central revenue management and spaneting teams, to implement strong commercial strategies to reach set quarterly and yearly sales budgets.

Work in collaboration with the revenue management and planning team to guide the yearly budgets and monthly or quarterly outlooksDevelop and implement yearly sales objectives and lead the territory’s team to attain these established goals.Develop performance objectives and provide guidance and support to team, including annual performance reviews for direct reports and support teamsConduct regular team meetings to ensure alignmentEnsure the training needs of the team are metEstablish and maintain strong working relationships with key functions within the Cargo Division, to drive the delivery of Air Canada Cargo’s overall business strategyEstablish, develop and maintain strong relationships with Air Canada Cargo’s customer base in Mexico & other assigned regions.Develop a structured call/contact and sale plan for the team to source and develop new streams of business and grow and maintain existing businessIdentify & implement tactical sales promotions where opportunities ariseWorking with the Reporting Manager to establish efficient processes across the sales and reservations teams to maximize revenue and capacity on all departing flights, including a focus on network and freighter contribution.Work with the Operations team to identify opportunities to maximize capacity and traffic mix and maintain regular meetings with the Operations team to ensure alignmentWith input from Revenue Management and team, develop and implement a portfolio of customer rates and tariffs which will drive profitable business and deliver our revenue targetsResponsibility and oversight of all Customer Spot Rate requests handled by the Sales teamInitiate and lead quarterly business review meetings with customersBuild strong relationships as a respected industry professional with customers and service partnersRepresent Air Canada Cargo at customer events, industry functions, business seminars and conferencesConstructive input into the further development of Air Canada Cargo’s BI Tools

A minimum of 5 years cargo experience, ideally within an airline sales environmentStrong influencing, leadership and coaching/development skillsExcellent relationship building skills, established customer relationships within the territory are an advantageResults focused and experience in managing a budgetAbility to make decisions under pressureStrong organizational skills with the ability to manage multiple prioritiesStrong negotiation and influencing skillsExcellent communication, presentation, and interpersonal skillsAbility to assess, calibrate and take calculated risksSignificant experience of setting and managing targets, and demonstrating corrective actions as requiredComputer literate – proficient in MS applications (PPT, Word, Excel)Ability to understand and work within different cultures/environmentsExcellent knowledge of Mexico & regional cargo operational standards, practices, and conventionsWell established multi-national and local customer relationships within the territoryKnowledge of local cargo spanet dynamics, practices and conventionsExperience in an operational environment would also be an advantageAbility to communicate at a broad range of levelsAttention to detailCommercial acumenFluent in Spanish, English is an assetDriver’s license and ability to travel extensivelyMust have the right to work in Mexico unrestricted

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.

Bilingual (Spanish and English)

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.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted