Job Description
The Cargo Sales Executive is responsible for selling cargo products and services in their geographic zone in accordance with the cargo commercial policy defined by the company. They assist the Director, Cargo Sales France, Spain and Portugal in implementing the company’s cargo sales strategy and in all their activities. By effectively managing the client portfolio for their territory, they contribute to achieving the sales and revenue targets set for France. They work in close and permanent collaboration with the Cargo Reservations Sales and Cargo Operations teams in France, Europe and Canada.
Your main responsibilities in this role include the following:
Duties and Responsibilities
Develop the client portfolio by assessing the various clients’ commercial potential, and by prospecting and soliciting new clients in the assigned territory
Negotiate commercial agreements that meet the company’s sales objectives
Propose and implement commercial action plans after approval by the Sales Branch
Track revenue and account performance and implement corrective actions
Monitor pricing and distribution
Monitor changes and developments in the offer of services to clients, cargo procedures, etc. to stay up to date on the cargo product
Develop solid business relationships with partners and key market players, in order to optimize and grow revenues
Manage and facilitate commercial contracts (set up meetings with clients, provide regular information on the AC product, implement sales tracking indicators, etc.)
Participate in fairs, workshops and trade events on behalf of Air Canada
Carry out market analysis and gather competitive intelligence (fares, products, sales promotion activities)
Create and update client and market databases
Draft activity reports and set up commercial sales and reporting statistics based on the needs of the Cargo Sales Branch
Participate in department business meetings
Communicate and work with the Cargo and Passenger teams in France and abroad
Job Requirements
Excellent business sense and customer service
Professional appearance
Solid relationship skills
Strong negotiation skills
Effective oral and written communication skills
Strong telephone skills (sales and after-sales, negotiation, telephone prospecting)
Autonomy and excellent organizational skills
Ability to process numerical information and work with numbers
Analytical skills
Thoroughness and seriousness – ability to work collaboratively
Initiative and ability to suggest new ideas/approaches
Minimum of bachelor’s degree in International Business, Sales or Commercial Negotiation
Very good English and French skills (written and spoken)
At least 3 years of previous sales experience, preferably for an airline company
Good knowledge of the cargo market
Driver’s licence and personal vehicle
Solid computer skills (internet, office software, etc.)
Mobility (business travel and commercial visits in the assigned zone and the rest of the French territory or abroad)
Availability (presence required at trade events evenings and/or weekends)
One to two trips per week may be planned (variable depending on the season and needs)
Right to work and live in France
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