Business Development Manager

---

Job description

To manage the allocated customer portfolio of accounts providing our clients with the best in class service and to support with the delivery of the financial plan.

To lead and develop the relationship between customers and IAG Cargo, working in conjunction with the sales manager the role will optimize revenue for IAGC by effective management of the client database through effective sales distribution strategies delivered by F2F, telesales or E campaigns.

As a Business Development Manager, the role will be executing sales conformance, maximizing capacity, steering new commercial initiatives & developing new and existing accounts and business whilst operating within the strict sales processes, policies and governance.

The position requires the ability to analyze data and set actions plans and objectives in lines with the agreed strategies. All work is to be carried out within the business CRM platform

• Effective Sales and commercial activities with the assigned account portfolio
• Close coordination with the customer services manager, CSU team and other relevant stakeholders
• Part of the commercial team responsible for achieving the regional revenue targets.
• To drive and provide an excellent level of customer services to the client portfolio.
• Direct engagement with clients on a reactive and proactive basis.
• Explore and develop new revenue streams - to include export sales, import handling, third party handling and any other related pipeline revenue opportunities, including charter or bespoke work
• Support the CSU team with customer call strategy and deliver the territory management of the CSU team in conjunction with the commercial sales manager.
• Develop a customer driven culture within the local station.
• Provide accurate weekly/monthly performance reporting for the region.
• Work with the sales manager to support the commercial team delivering sales initiatives, regular customer forums and any other ad-hoc events of a public relations nature.
• Ensure an effective close working relationship with key customers keeping own team up to date with IAGC initiatives, promotions etc.
• Ensure that telephone sales are maximized
• Make best use of industry data i.e. CASS, WACD to maximize revenues
• Increase distribution efficiency via promotion and expansion of the "On Line" booking platform
• Embrace CRM applications that are prescribed by IAG Cargo and use effectively to achieve role responsibilities and champion its use throughout IAG Cargo and support the CSU team where needed.
• Build and develop long term client relationships
• Open new account and develop and garnish new business opportunities
• Manage pricing & system pricing entries (cops)
• Effectively create, manage, track and report on progress of account development plans, ensuring that these plans continue to be reviewed & developed in line with changes to market, capacity or IAG Cargo strategy changes
• Close coordination with finance on credit control avoiding any exposure to the business
• Reporting of daily activity, including call, email, quotes, revenue statistics
• Close engagement with the customer service manager on service levels being provided.
• Disciplined time management
• Effective negotiation of rates and gaining access to capacity to secure an increase in customer market share.
• Manage and expand the associated sales functions such as Forward Rewards Program, online bookings, marketing "opt in"

Required Skills

• Entrepreneurial, energetic with a proactive attitude
• Innovative, creative and strategic thinking
• Ability to handle challenging client issues
• Excellent leadership and collaboration skills
• Excellent interpersonal, communication, influencing and negotiations skills
• Results orientated and customer focused
• Able to manage cross functional relationships with stakeholders
• Strong listening and questioning skills - outstanding communication and interpersonal skills
• Vision to understand customer needs and translate them into practical solutions
• Proven planning skills
• Excellent proposal writing, project management and analytical skills.
• Able to analyze results and identify and explain any variances from targets
• Ability to follow and ensure compliance with operational processes
• Highly developed social, interpersonal skills
• Excellent team working and team developing ability
• Disciplined in time management and ability to work under pressure without supervision, taking measured risks in order to maximize contribution for our customer IAG Cargo
• Skilled IT skills required on both external and internal systems/programs

Job Location
Los Angeles, California, United States
Position Type
Full-Time/Regular