Job description
Purpose of the Role:
To lead and develop a portfolio of accounts on a national basis for IAG Cargo in UK and Ireland, setting the commercial strategy and ensuring full delivery across the region in conjunction with GSA sales force.
Key Accountabilities
- To give context, the UK & Ireland commercial team is a compact and busy team. It has two home markets in its geographical scope, has a high level of customer contact and it operates in a fast-moving commercial environment. This context is reflected in three ways:
- Whilst key accountabilities are role-focused, the role also has support accountability to take on other tasks to ensure customer cover is continuous from time to time.
- Accountabilities will be adaptive to changes in the commercial environment.
- The team expects its members to either be in the office or with customers during the normal working hours of our customers, and from time to time there will be activity outside normal working hours.
- Sets strategy for each account within the portfolio focusing on growing IAG Cargo’s share of the customers wallet and developing long term strategic partnerships with customers.
- Lead UK and Ireland strategic relationship between portfolio and IAG Cargo. The relationship includes export and import business flows, and all IAG Cargo products. This will require travel to key customer branches in UK and Ireland.
- Embraces CRM applications that are prescribed by IAG Cargo and use effectively to achieve role responsibilities, and champions its use throughout IAG Cargo.
- Effectively create, manage, track and report on progress of account development plans, ensuring that these plans continue to be reviewed & developed in line with changes to market, capacity or IAG Cargo strategy changes. Ensure all relevant teams in our business are included and aware plans or specific actions within them.
- Effectively manage customer opportunity pipeline, driving profitable business.
- Lead and negotiate proposals for key flows and programmes of business.
- Sets direction for and has joint calls with GSA account manager in regional branches.
- Leads strategic business reviews and action summary thereafter, preparing presentations and setting out key messages.
- Has regular reviews with all relevant customer contact point levels. Ensures meetings are set in advance, well prepared, and agenda set. All minutes and actions to be distributed and followed up in a timely manner.
- Ability to identify the need to raise the profile of the customer or its issues and take appropriate action to co-ordinate internal and external teams.
- Has responsibility of achieving the UK&I financial plan for portfolio.
As part of our workforce you will receive a competitive salary as well as access to a variety of our excellent benefits including Bonus, 26 days holiday, DC pension scheme, flight benefits, discounts with many high street retailers, good development prospects and the opportunity to be included in the annual incentive scheme.
We are one of the world's largest cargo carriers, come and be part of it.
To apply for the position of National Account Manager, please use the ‘apply now’ function.