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Purpose of the Role

The Constant Climate Sales Manager provides Constant Climate product expertise and support to Freight Forwarders and Pharmaceutical shippers in planning and executing high value cold chain precision time and temperature shipments across the IAG Constant Climate network. Internally, the role acts as the regional subject matter expert providing product expertise to regional sales colleagues & customers on all aspects of IAG Cargo’s Constant Climate product. Some examples of the day to day tasks and responsibilities:

• To support delivery of robust and improving the Constant Climate contribution from a portfolio of key Regional accounts.
• Provide expertise and insight into the pharmaceutical market within your assigned region in Europe including specific shipper developments
• To work closely and develop synergy opportunities with the Regional sales force team & Constant Climate sales team.
• Champion and own the constant climate customer portfolio to drive new revenue and maximise existing revenue and opportunities
• As this role looks after some key German-speaking markets, the ability to speak German fluently is essential.
• Role Location – We can consider applicants from the following countries: UK, France, Netherlands, Belgium, Germany, Switzerland, Sweden and Spain

Key Accountabilities

• The European Commercial team is extensive, actively selling in over 20 countries and across 4 main cargo hubs LHR, MAD, DUB and BCN. Each market is unique in its manufacturing base, forwarder make up and competitor activity. The role is a busy one and as such:
  • 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.
• Support achievement of Constant Climate Sales Tonnage, QNNR and Yield Targets in line with approved budget plan.
• Ensure excellent customer service is provided to customers.
• Regular communication to all stakeholders about expected Constant Climate shipments in upcoming period, for instance at a daily or weekly period level.
• Monitor key flows and shipments to ensure that all temperature controlled shipments are carried to the regulatory standards.
• Liaise with relevant Climate Reservation Teams to ensure bookings meet compliance standards.
• Identify space and agree with Revenue Management to protect for upcoming ad hoc bookings
• Complete weekly reporting on key performance metrics, recording achievements and losses.
• Pursue business development opportunities and develop in depth interactions with specified customers if it grows Constant Climate contribution.
• Support implementation of individual customer Regional commercial strategies to deliver the revenue and yield goal at minimum cost
• Support Regional Constant Climate Business Forums & Seminars.
• Support and coordinate production of CAPAs for Europe originating shipments.
• Create and update tariffs and preferential prices using internal systems, and communicate with customers.
• Manage Constant Climate customer database.
• Produce regular marketing communications to European customers, including new routes and services.
• Host tours of LHR, DUB and MAD Climate facility, including New Premia.

PERSON SPECIFICATION

Skills

• Highly developed interpersonal, influencing and negotiation skills at all levels
• Well-developed communication skills (both written and verbal)
• Excellent presentation and selling skills
• Excellent planning and analytical skills
• High level of commercial acumen
• Ability to understand commercial implications of decisions and make trade offs
• Proactive, dedicated and results-driven
• Strong team-working ethic
• Ability to coach and support
• Ability to communicate at all levels of the organisation
• Innovative, creative and forward thinking
• Able to work under pressure
• Excellent organisational and time management skills
• Excellent people management skills, able to inspire, motivate and lead a team
• Cultural awareness, respect for the view of others
• German Speaker (essential), English speaker (essential)

Qualifications

• Educated to degree level in business / numerate subject.

Experience

Essential Experience

• Has worked in significant exposure to a revenue-related and commercial environment in Air Freight or Logistics

Desirable Experience

• Has experience working in a commercial role with exposure to the European Air Freight Market
• Has some knowledge of the pharmaceutical sector or previous experience in pharmaceutical airfreight.
• Supply chain management an experience
• Knowledge of GDP, IATA Ch.17 an advantage

To apply for the position of Constant Climate Sales Manager Europe, please use the ‘apply now’ function.