Global Account Manager, Cargo Sales

How You'll Help Us Keep Climbing (Overview & Key Responsibilities)

The Global Account Manager, Cargo Sales formulates, implements and manages cargo sales strategies and account plans using the cargo sales processes that guide the cargo sales force to results-driven revenue performance among Delta Cargo's Global Accounts - our largest and most important global cargo customers. Responsible for owning the entire account management, revenue and contracting relationship at the global and regional corporate offices as well as gateway/local interface as needed.

The Global Account Manager leads and provides guidance and strategic support to regional and district sales managers, account managers and other key stakeholders both domestically and internationally to achieve division revenue objectives. The Manager also works with Sales Development (SD) and Revenue Management on tailored customer specific pricing programs including RFQ, RFP, and bids as needed. Utilizes various information and data streams in working collaboratively and cross-functionally with relevant stakeholders in order to drive desired account performance and revenue growth in helping the cargo division exceed overall yield and revenue goals across the network.

Extensive global/regional travel required.

• Proactively and successfully monitors assigned account revenue and share performance as measured by our corporate performance tools (Tableau, Sales Force, SD/RM Reporting, etc.)
• Identifies and executes margin opportunities by leveraging sales tools such as CASS, World ACD, GIA0s, eNCI in consultatively selling to our most strategic corporate accounts
• Performs data analysis to proactively identify revenue opportunities and creates innovative actions plans/solutions to capture opportunities and remove barriers
• Manages overall Global/Regional account performance against goals for all assigned accounts
• Supports 360-selling activities including opportunities with transportation, MRO, sustainability initiatives and opportunities, cargo charter, humanitarian efforts, and any other key initiatives
• Works collaboratively with SD and other stakeholders in managing Business Review Meeting (BRM) content and drives the execution
• Successfully collaborates with SD/RM as well as the global sales organization in leading contract negotiation, implementation strategy & quality control
• Represent the Global Account Team by traveling to all 3 regions for account visits.
• Perform account performance reviews both in person and virtually when necessary
• Lead customer requests for pricing requests and work with Sales Development and Revenue Management counterparts to deliver winning bids
• Develop detailed account plans that lay out a path for share growth
• Work with local sales counterparts to drive your set account strategies
• Work with operational counterparts to solve for operational issues that may arise

• Minimum of 3+ years of cargo sales and account management experience is required.
• The successful candidate will possess: a results-oriented, proven track record of managing global or regional clients in the air freight industry or other B2B verticals
• The ability to plan and implement sales strategies and initiatives aligned with Cargo Division goals and objectives and in alignment with fellow Global and Strategic Accounts team members.
• Strong orientation towards consultative account management and the understanding of how to create and maintain profitable business relationships with top assigned cargo accounts.
• A demonstrated track record of managing revenue-generating projects with measurable goals.
• Must possess analytical thinking, strong negotiation skills, and solid decision-making abilities.
• A desire to continually develop negotiation and analytical skills, as well as the ability to produce action plans based on data and market intelligence.
• Must be able to balance multiple competing priorities in a demanding, fast-paced environment, be comfortable in front of senior level executives and have exceptional presentation, oral and written skills.
• Must have relationship building abilities, be customer-focused and have good planning and organizational multi-tasking abilities while working independently.
• Strong professional demeanor, be able to work under pressure, meet short deadlines, balance multiple and rapidly shifting priorities with little direct supervision.
• In-depth cargo industry knowledge
• Proficiency with Microsoft Office products
• Must possess a current passport and have the ability and flexibility to travel and represent Delta Cargo at account, JV, and internal meetings as well as industry functions both domestically and internationally.
• Able to travel 50% of the time as needed depending upon location / account assignments
• Must be performing satisfactorily in current position.
• Additionally, candidate must demonstrate leadership capabilities amongst field sales and can disseminate…