Job Description

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

Enable and improve the sales model and effectiveness, as well as lead commercial projects and innovative workstreams to deliver the change roadmap and more efficient CRM solutions. Additionally, support the Head of Business Management and lead the team of Regional Business Managers to drive commercial performance and compliance across the regions.

What you’ll do

Management and delivery of sales performance

• Lead a team of regional Business Managers and provide effective support to drive commercial initiatives and ensure delivery of business plan MC1 targets
• Work closely across the regional teams to understand the commercial environment and to identify development opportunities by using appropriate sources of information such as market data and research
• Monitor and take relevant action on conformance levels and issues that arise across the regions
• Support the management of large suppliers (GSAs)
• Lead the development of market intelligence capability to inform the global sales team
• Present and provide commercial insight and reporting to senior stakeholders including the Cargo Executive Team
• Support in the development of the Sales and Marketing roadmap, ensuring a clear plan to execute
• Deliver management information and analysis that enables a quick and thorough insight into the state of the business
• Drive developments with the Data and Analytics department to make effective use of management information using Tableau as the preferred reporting solution in IAGC
• Manage the Sales incentive structure and scheme working closely with Finance and HR

Salesforce effectiveness

• Oversee the Salesforce strategy and development
• Drive the Sales team’s Salesforce engagement and adoption, including commercial excellence initiatives to improve data integrity in Salesforce
• Lead the implementation and improvement of Salesforce solutions to enhance the commercial organisation performance
• Design and delivery of predictive analytics, new metrics and insight using Salesforce data (in collaboration with Data Insights and Operational Research team). This includes process design and implementation
• Responsible for Salesforce reporting and dashboards, allowing the organisation to measure performance, KPI's, track rewards and recognition, and drive training and development
• Lead or facilitate sessions to gather, define, and document business requirements

Commercial projects, policies and innovation

• Introduce leading edge tools, technology and processes aimed at expanding the Commercial skillset and building a high-performance culture
• Develop, document and implement additional commercial processes and policies; where necessary, re-design workflows and implement new approaches that increase efficiency and management visibility and reduce risk
• Identify business challenges and opportunities for improvement (removing roadblocks as needed) and delivery against these
• Work with commercial stakeholders to develop playbooks / best practices in how to use new technology, as well as driving adoption of new tools
• Drive continuous improvement and support the delivery of the Sales and Marketing road map
• Support of ongoing commercial change projects representing the Sales and Marketing directorate on key working groups and projects in other areas of the business
• Lead and participate in associated steering groups and provide project updates to senior stakeholders as required

It's all about you

What you’ll bring to IAG Cargo:

• People management experience and experience of managing multiple stakeholders, using effective influencing and networking skills and confidence to manage complex relationships.
• A commercial leader with a track record of proactive decision-making and delivery with exceptional negotiation skills.
• Proven experience in matrix management and the ability to form meaningful cross-functional relationships.
• Strong leadership skills with the ability to work under pressure to tight deadlines and deliver multiple accounts applying excellent decision-making skills and business judgment.
• Ability to think strategically, while being able to implement tactical plans.
• Highly skilled in analyzing business requirements.
• Action-oriented, drives pace, challenges appropriately to maintain momentum within tight timescales.
• Commercially focused with strong written and oral communication skills.
• Proven project management skills.
• Ability to influence and collaborate across the organization to drive results.
• Excellent leadership and team management skills with the ability to motivate and inspire others
• Strategic thinker with the ability to develop and execute effective strategies, articulate priorities, direction, and focus.
• Analytical mindset with proficiency in data analysis and interpretation.
• Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders at all levels.
• Ability to thrive in a fast-paced and dynamic environment, with the flexibility to adapt to changing priorities and business needs.

Skills and Experience:

Essential Experience

• Experience in a senior commercial / financial role
• Experience of championing a change agenda
• Proven ability to deliver objectives on time and to budget
• Evidence of use of data to drive commercial decision-making
• Experience in communicating and influencing effectively across functions, cultures and hierarchies as well as presenting to larger audiences
• Effective working with external and internal partners
• Proven track record of successful influencing and networking with key stakeholders driving difficult decisions and managing complex relationships, including significant experience with C-suite stakeholder management

Desirable Experience

• Proven technical and functional experience with Salesforce.
• Proven track record of developing CRM strategies and gaining support from senior stakeholders.
• Commercial and competitive awareness.
• Experience of working with Tableau.

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:

• A hybrid environment with 3 days a week in the office and two from home.
• 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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