Reporting to the Principal, Corporate Sales, the Partner, Corporate Sales will be responsible for a portfolio of accounts, driving Air Canada's market share through strategic account management, proactive client engagement, and strong executive-level positioning. The sales manager will align their objectives with the overall objectives of the Global Sales Branch and the Corporate and Business Development department.
Responsibilities:- First point of contact with senior travel buyer within national and global corporate customers
- Clients within portfolio produce a 1 million dollars in Air Canada sales revenue with an average client size being $2-5 million dollars. Total portfolio range from approximately $50 to $100 million.
- Identify business objectives and establish market share targets for each client in portfolio
- Strategically develop, negotiate, and deliver a plan to increase profitability and yield within portfolio
- Importance of delivering the value of each corporate contract by proactive analysis of performance, opportunities or competitive threats and ensure each contract is adjusted to deliver within changing marketplace
- Conduct regular Business Reviews with accounts to ensure contract compliance and delivery of targeted sales revenue to Air Canada
- Responsible for RFP completion and proposal presentation on behalf of Air Canada and the transatlantic joint venture partners
- Liaise and champion customer issues with relevant branches, across Air Canada to resolve customer concerns
- Influence Corporate stakeholders to position Air Canada as the carrier of choice
- Meet with Senior Corporate Decision Makers to present offer, negotiate and execute corporate contracts
- Respond effectively to rapid changes in the marketplace by successful internal and external communication to ensure customer awareness and Air Canada revenue and market share protection
- Provide timely, accurate, communication of sales initiatives to accounts within portfolio
- Find innovative, tailored solutions to address complex client needs and opportunities
- Initiate activities that will increase and enhance Air Canada's exposure within corporate portfolio and Travel Management Companies
- Manage resource allocation to deliver best usage from corporate clients
- Represent Air Canada at corporate and industry events
- Identify new business opportunities
Qualifications- Holds a relevant university degree (Bachelor's), certification, and/or relevant experience commensurate with the role.
- 5 years minimum senior sales experience with business-to-business negotiations with large procurement clients of major international corporations.
- Proven experience in complex contracting and sales negotiations.
- Excellent communication (oral and written) and presentation skills, with the ability to engage and influence C-level stakeholders
- Proven record of strategic account/relationship management of large international clients
- Demonstrated experience in complex legal contracting and mediating between client and airline's legal departments.
- Focused and results oriented professional with a strong commercial mindset
- Strong analytical skills, initiative, forward and conceptual thinking to deliver maximum contract performance delivery
- Motivated self-starter who can work with minimal direction and supervision
- Superior decision making
- Team Player and ability to provide mentoring and assistance to team members
- Proven effective planning and organizational skills and ability to maintain accurate account records
- Ability to cope with irregular and/or multiple work demands
- Excellent PC skills (Excel, Word and Powerpoint)
- Flexible schedule and ability to travel within North America and International.
- Demonstrate punctuality and dependability to support overall team success in a fast-paced environment.
Conditions of Employment:Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.
Linguistic RequirementsBased on equal qualifications, preference will be given to bilingual candidates.
