Reporting to the Regional Sales Representative, this role will be responsible to develop, maintain, and grow strong business relationships with our customers and industry partners in the region. They will be responsible for a diversified portfolio of large, medium, and small customers within the region. Using a strategic and advisor-type role through a consultative selling approach. The incumbent will maintain and grow sales numbers and achieve maximum sales profitability and account penetration at both the local and regional levels. The position will give commercial and functional direction to the associate managers that will assist in tactical sales strategies.

Promote/sell/secure business from existing and prospective customers through consultative sales approachResponsible to qualify prospects, current customer opportunities, understand customer concerns, and manage the sales processTravel to various customer head and branch offices as appropriateUse the CRM system and BI tools on a daily basis to capture and record customer information and sales activity data and to report pipeline and prospecting activitiesIdentify opportunities by researching industry, customer, publications and tracking individual contributorsAnalyze the customers’ potential and determine the value of existing and prospective customersProvide intelligence, guidance and direction regarding pricing strategies and allocation management for assigned accounts to the Customer Account Advisors, Pricing teams and Capacity teamsProvide guidance to the Customer Account Advisors and assistance in the day-to-day management of tactical questions relating to pricing and capacityCreate and prepare sales presentations and strategic sales calls and joint calls to be given at various levels of the customers’ hierarchy to effectively engage all levels of decision-makers and create a multi-facetted and deep relationship with customersCreate and manage customer value plan for existing customers highlighting profile, share and value opportunitiesPlan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segmentIdentify revenue opportunities with customers and jointly develop a strategy plan to mutually increase profitabilityCoordinate sales efforts with spaneting, sales management, capacity, accounting, and operation teamsObtain competitive information during contacts and share as appropriateProvide strategic support to the Western Regional Sales Representative and the Director, Cargo Sales in CanadaAct as interface between Air Canada and forwardersConduct regular account performance reviews (quarterly business reviews)Achieve or exceed cargo revenue and spanet share improvement targetsRepresent and promote Air Canada within cargo industry community at trade events, industry functions and appropriate eventsAssist with all sales and spaneting plans relating to regional and national development

Strong understanding of the cargo business with commercial sales experienceHighly developed interpersonal, communication and presentation skillsDemonstrated leadership and decision-making abilitiesStrong negotiating skillsResults orientedExceptional planning and organization skillsAbility to build strong relationships with both internal and external customersVery analytical skills in dealing with data and general industry informationProven time management and prioritization skillsAbility to cope with irregular or multiple work demandsMust be receptive to flexible work hours, holiday/weekend coverage and travel expectationsProficiency with PC Window applications such as Word, Excel and Power Point and MS TeamsUndergraduate business degree a definite assetDemonstrate punctuality and dependability to support overall team success in a fast-paced environment

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

Based on equal qualifications, preference will be given to bilingual candidates.

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.