IAG Cargo
Specialist Sales Executive UK&I
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Looking for a challenge in one of the world’s largest airfreight logistics organisations?
At IAG Cargo we are in the business of moving things. From antibiotics to groundbreaking tech, gold bullion to avocados and everything in between. We move cargo that positively impacts society worldwide. Whatever people need, wherever they are. At IAG Cargo we open the skies and fly the world to bring people the things they really need.
We are the logistics and cargo brand of International Airlines Group (Aer Lingus, British Airways, Iberia, Level and Vueling). Powered by five airlines, our reach is truly global – but it’s the impact we make that defines us. At IAG Cargo, we believe in keeping the world’s economies turning, and do everything with determined attitudes, curious minds, collaborative actions and heartfelt pride. Join us at our globally recognised logistics business, that is Trusted to Deliver.
About the role
The main focus of the Specialist Sales Executive is to ensure reservations involving our specialist products portfolio are made in a timely and compliant manner and to act as a product sales champion for our specialist customer base. Ultimately the role is focused on ensuring an excellent booking experience for all specialist customers and driving revenue for IAG Cargo.
The successful candidate will need to work effectively in an energetic & dynamic external environment with the main aim of ensuring an excellent customer experience; as well as to perform specialist reservations while considering many diverse factors.
Building strong working relationships with customers at various levels within each organisation is also a vital component. Salesforce is a key support tool for the Specialist Sales Executive and is the responsibility of the role to ensure it is up to date for quotes, business gained, opportunities and regulatory compliance.
Driving sales conformance and maximising capacity utilisation are other key areas of responsibility.
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:
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- 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 be in the office during the normal working hours of our customers, and on occasion there will be a need to meet with customers and potentially undertake some activity outside normal working hours.
What you’ll do
- Perform reservations for special products in a timely and compliant manner, ensuring an excellent booking experience for all customers.
- Develop and maintain strong customer relationships.
- Develop a deep understanding of IAG Cargo specialist products and the specific requirements for the various commodities covered under them.
- When required, there will be a need to negotiate rates effectively, however the majority of the work will entail reservations at pre-set defined rates.
- Identify new business through effective dialogue with customers at transactional level.
- Develop pipeline reports for new business opportunities and record in Salesforce. Provide business with progress updates on each new opportunity.
- Effective use of Salesforce to follow up promptly on pending and live quotes. This might involve following up on quotes recorded by other sales colleagues.
- Work largely on own initiative with agents and maximising selling available capacity.
- Confident in managing customer challenges without having direct support from IAG Cargo management.
- Contribute to achieve revenue targets by seeking all selling opportunities from customer to maximise both yield and revenue for the UK&I.
- Develop strong working relationships with customer support, based on mutual trust, respect and understanding of their needs, to develop loyalty to IAG Cargo.
- Work effectively with the various specialist product stakeholders and colleagues responsible for delivering our specialist products.
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It's all about you
What you’ll bring to IAG Cargo:
- Highly developed social, interpersonal and communication skills.
- Ability to work under pressure without direct management.
- Take measured risks in order to maximise profit.
- Strong organisation and time management skills.
- Selling skills, particularly in effective negotiation.
- Entrepreneurial approach to developing new ways of meeting customer requirements.
- Excellent team working and team developing ability.
Desirable experience
- Airline reservations experience.
- Customer facing experience.
We’ll treat you right
Wherever you work within IAG Cargo, you’ll play a part in helping us deliver what the world needs and join a diverse and inclusive business that’s making a difference.
As well as a competitive salary, bonus, we offer a range of benefits to support our colleagues, which include:
- From the day you join us, you’ll get access to brilliant staff travel benefits including unlimited basic and premium standby tickets on British Airways and group airlines. You’ll also receive up to 30 discounted ‘Hotline’ airfares per year for yourself, friends, and family.
- Flexible bank holiday policy - Individuals not on shift have the flexibility to swap the statutory public holidays, with the days you choose to take off instead.
- All our colleagues get access to LinkedIn learning and Rosetta Stone Language courses.
- For health and wellbeing we offer a free onsite gym facility as well as access to the UNMIND app and a community of Mental Health First Aiders.
- Access to discounts on Apple, Cinema tickets and loads of other goodies through Perks at work.
Diversity and Inclusion
Our recruitment procedures positively support our diversity and inclusion agenda.
All candidates are considered strictly on their merits in relation to the criteria for the role, treated fairly and consistently, and have their individual needs responded to throughout the process.
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