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Strategic Account Manager - Cargo At Air Canada

Location: Toronto, Ontario

Job Description

Strategic Account Manager - Cargo - Montreal/Toronto/Vancouver/Calgary - 20224

Location: TORONTO, ON, Canada
Posting Start Date: Sep 17, 2018
Posting End Date: Oct 1, 2018

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Job Description


Are you passionate about reaching new heights, teamwork and making a meaningful contribution? Do you picture yourself as a valued member of an industry-leading organization? If you answered yes to these questions, Air Canada is seeking enthusiastic individuals to join the diverse and vibrant team working together to lead the growth and expansion of Canada’s flag carrier.

Reporting to the Senior Strategic Account Manager, the purpose of this role is to develop and maintain strong business relationships with a portfolio of Canadian freight forwarders. Using a strategic and advisor-type role through a consultative selling approach, the incumbent will maintain and grow sales numbers and achieve maximum sales profitability and account penetration at both the national and branch levels. The position will give commercial and functional direction to the associate managers that will assist in tactical sales strategies. This position will also provide support to the General Sales Manager, Canada.
  • Promote/sell/secure business from existing and prospective customers through consultative sales approach.
  • Responsible to qualify prospects, current customer opportunities, understand customer concerns, and manage the sales process.
  • Travel to various customer head and branch offices as appropriate
  • Use the CRM system on a daily basis to capture and record customer information and sales activity data and to report pipeline and prospecting activities.
  • Identify opportunities by researching industry, customer, publications and tracking individual contributors.
  • Analyze the customers’ potential and determine the value of existing and prospective customers.
  • Provide intelligence, guidance and direction regarding pricing strategies and allocation management for assigned accounts to the Associate Account Managers, Pricing teams and Capacity teams.
  • Provide guidance to the Associate Account Manager, and assistance to the Senior Strategic Account Managers and General Sales Manager in the day to day management of tactical questions relating to pricing and capacity.
  • Create and prepare sales presentations and strategic sales calls and joint calls to be given at various levels of the customers’ hierarchy to effectively engage all levels of decision-makers and create a multi-facetted and deep relationship with customers
  • Create and manage customer value plan for existing customers highlighting profile, share and value opportunities.
  • Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
  • Identify revenue opportunities with customers and jointly develop a strategy plan to mutually increase profitability
  • Coordinate sales efforts with marketing, sales management, capacity, accounting and operation teams.
  • Obtain competitive information during contacts and share as appropriate.
  • Provide strategic support to Senior Strategic Account Manager and General Sales Manager
  • Act as interface between Air Canada and forwarders
  • Conduct regular account performance reviews (quarterly business reviews
  • Achieve or exceed cargo revenue and market share improvement targets.
  • Represent and promote Air Canada within cargo industry community at trade events, industry functions and appropriate events
  • Assist with all sales and marketing plans relating to regional development


  • Strong understanding of the cargo business with commercial sales experience.
  • Highly developed interpersonal, communication and presentation skills.
  • Demonstrated leadership and decision making abilities.
  • Strong negotiating skills.
  • Results oriented.
  • Exceptional planning and organization skills.
  • Ability to build strong relationships with both internal and external customers.
  • Very analytical skills in dealing with data and general industry information.
  • Proven time management and prioritization skills.
  • Ability to cope with irregular or multiple work demands
  • Must be receptive to flexible work hours, holiday/weekend coverage and travel expectations
  • Proficiency with PC Window applications such as Word, Excel and Power Point
  • Undergraduate business degree a definite asset


Based on equal qualifications, preference will be given to bilingual candidates.

At Air Canada, we want to fly higher when it comes to employment equity. We, therefore, encourage applications from Aboriginal peoples, women, members of a visible minority and persons with a disability.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted.