Cargo Account Manager - JNB at British Airways

THE ROLE

The role of the account manager is to ensure that the professionalism of IAG Cargo is upheld at all times. To deliver the revenue, yield and volume targets for Johannesburg as set by IAGC management in accordance to Financial & Commercial plans.

KEY DUTIES

• Maintain and develop a strong relationship with existing customers, build new relationship with new customers, and have a tri patriot relationship(where possible) with shippers
• Explore opportunities for growing Premium products and new destinations making full use of IAGC extensive network.
• Develop customer segments to support premium products and destination mix, and aim to grow the customer base.
• Evaluate the effect of differing aircraft and configuration changes on IAGC’s networks.
• Plan and deliver sales calls to the highest standards, through good planning and preparation of calls, including agendas, objectives and Account Development plans per customer.
• Jointly with marketing executive identify, evaluate and implement incentive deals/commercial initiatives.
• Deliver seasonal sales call plan for regular visits to Johannesburg market.
• Ensure we make use of all data available (from various sources), whether Pulse/MIS/WACD or any other commercial data available to drive our commercial decisions
• Ensure clear management of flights, delivering flight plans to GHA staff and any cancellations - both planned and ad hoc. Ensuring we maximise all available opportunities.
• Be the champion within IAG Cargo for the programmes. Ensuring that sufficient inter-departmental resource, focus and communication is in place. Key interfaces will be Revenue Management, Operations, Finance and Global Commercial Teams.
• Ensure effective internal and external communication is maintained with peers and management.
• Identification of underperforming routes, provision of action plans to correct performance.
• Continuous follow up of customer loyalty programs and ensure that customer’s targets are set up correctly.
• Complete weekly/monthly reports – as agreed with management processes and ensure proactive contribution to team meetings.

KEY STAKEHOLDERS

• IAG Cargo Revenue Management
• IAG Cargo Sales/ Commercial Teams

PERSON SPECIFICATION

• Strong influential skills.
• Excellent negotiation skills with an ability to overcome objection.
• High resilience and strong ability for attention to detail.
• Develops and maintains strong relationships.
• Team player
• Self-motivated and self-confident.
• Systems literate with some understanding of MIS and other IAGC systems
• Acts to proactively and constructively.
• Able to work to and meet business objectives.
• Owns own performance and development.
• Ability to manage trade-offs.
• Good analytical acumen with ability to manipulate, analyse and interpret financial and business data.
• Flexible approach to working & willing to travel
• Displays professional and personal standards – Punctual, professional appearance, good verbal and written communication skills.

QUALIFICATIONS

• Matric
• Excellent written and spoken English
• Holder of valid driver’s license with a vehicle

EXPERIENCE

• Excellent communication skills.
• Experience in cargo commercial areas is a preference.
• Good knowledge of IAGC Products and services
• Communicates effectively, both orally and in writing
• Proven rapid analysis and decision-making
• Clearly identifies and concentrates on actions where effort applied will make a real difference
• Able to manage conflicting and changing demands in a high pressure environment
• Systems literate including expertise in using Excel and data exploitation tools such as Business Insights.