How you'll help us Keep Climbing (overview & key responsibilities)
The Global Account Manager, Cargo Sales formulates,
implements and manages cargo sales strategies and account plans using the cargo
sales processes that guide the cargo sales force to results-driven revenue
performance among Delta Cargo's Global Accounts - our largest and most
important global cargo customers.
Responsible for owning the entire account management, revenue and
contracting relationship at the global and regional corporate offices as well
as gateway/local interface as needed. The Global Account Manager leads and
provides guidance and strategic support to regional and district sales
managers, account managers and other key stakeholders both domestically and
internationally to achieve division revenue objectives. The Manager also works
with Sales Development (SD) and Revenue Management on tailored customer
specific pricing programs including RFQ, RFP, and bids as needed. Utilizes various information and data streams
in working collaboratively and cross-functionally with relevant stakeholders in
order to drive desired account performance and revenue growth in helping the
cargo division exceed overall yield and revenue goals across the network.
Extensive global/regional travel required.
Summary of responsibilities (not comprehensive of all
tasks):
Proactively and successfully monitors assigned accountrevenue and share performance as measured by our corporate performance tools(Tableau, Sales Force, SD/RM Reporting, etc.)
Identifies and executes margin opportunities by leveragingsales tools such as CASS, World ACD, GIA's, eNCI in consultatively selling toour most strategic corporate accounts
Performs data analysis to proactively identify revenueopportunities and creates innovative actions plans/solutions to captureopportunities and remove barriers
Manages overall Global/Regional account performance againstgoals for all assigned accounts
Supports 360-selling activities including opportunities withtransportation, MRO, sustainability initiatives and opportunities, cargocharter, humanitarian efforts, and any other key initiatives
Works collaboratively with SD and other stakeholders inmanaging Business Review Meeting (BRM) content and drives the execution
Successfully collaborates with SD/RM as well as the globalsales organization in leading contract negotiation, implementation strategy& quality control
Represent the Global Account Team by traveling to all 3regions for account visits.
Perform account performance reviews both in person andvirtually when necessary
Lead customer requests for pricing requests and work withSales Development and Revenue Management counterparts to deliver winning bids
Develop detailed account plans that lay out a path for sharegrowth
Work with local sales counterparts to drive your set accountstrategies
Work with operational counterparts to solve for operationalissues that may arise
What you need to succeed (minimum qualifications)
Minimum of 3+ years of cargo sales and account managementexperience is required.
The successful candidate will possess: a results-oriented,proven track record of managing global or regional clients in the air freightindustry or other B2B verticals
The ability to plan and implement sales strategies andinitiatives aligned with Cargo Division goals and objectives and in alignmentwith fellow Global and Strategic Accounts team members.
Strong orientation towards consultative account managementand the understanding of how to create and maintain profitable businessrelationships with top assigned cargo accounts.
A demonstrated track record of managing revenue-generatingprojects with measurable goals.
Must possess analytical thinking, strong negotiation skills,and solid decision-making abilities.
A desire to continually develop negotiation and analyticalskills, as well as the ability to produce action plans based on data and marketintelligence.
Must be able to balance multiple competing priorities in ademanding, fast-paced environment, be comfortable in front of senior levelexecutives and have exceptional presentation, oral and written skills.
Must have relationship building abilities, becustomer-focused and have good planning and organizational multi-taskingabilities while working independently.
Strong professional demeanor, be able to work underpressure, meet short deadlines, balance multiple and rapidly shiftingpriorities with little direct supervision.?
In-depth cargo industry knowledge
Proficiency with Microsoft Office products??
Must possess a current passport and have the ability andflexibility to travel and represent Delta Cargo at account, JV, and internalmeetings as well as industry functions both domestically and internationally.
Able to travel 50% of the time as needed depending uponlocation / account assignments
Must be performing satisfactorily in current position.??
Additionally, candidate must demonstrate leadershipcapabilities amongst field sales and can disseminate information professionallyin alignment with Delta core values
Consistently prioritizes safety and security of self,others, and personal data
Embraces diverse people, thinking, and styles
Possesses a high school diploma, GED, or high schoolequivalency
Is at least 18 years of age and has authorization to work inthe United States
What will give you a competitive edge (preferred qualifications)
+5 years of cargo/cargo sales experience
Bachelor's Degree
Experience being self-reliant for data needs using Tableauand other tools
Salesforce.com experience highly desired
A minimum of 5 years of global cargo sales experience
Benefits and Perks to Help You Keep Climbing
Our culture is rooted in a shared dedication to living our values - Care, Integrity, Resilience, Servant Leadership, and Teamwork - every day, in everything we do. At Delta, our people are our success. At the heart of what we offer is our focus on Sharing Success with Delta employees. Exploring a career at Delta gives you a chance to see the world while earning great compensation and benefits to help you keep climbing along the way:
Competitive salary, industry-leading pro?t sharing program, and performance incentives
401(k) with generous company contributions up to 9%
Paid time off including vacation, holidays, paid personal time, maternity and parental leave
Comprehensive health bene?ts including medical, dental, vision, short/long term disability and life bene?ts
Family care assistance through fertility support, surrogacy and adoption assistance, lactation support, subsidized back-up care, and programs that help with loved ones in all stages
Holistic Wellbeing programs to support physical, emotional, social, and financial health, including access to an employee assistance program offering support for you and anyone in your household, free financial coaching, and extensive resources supporting mental health
Domestic and International space-available flight privileges for employees and eligible family members
Career development programs to achieve your long-term career goals
World-wide partnerships to engage in community service and innovative goals created to focus on sustainability and reducing our carbon footprint
Business Resource Groups created to connect employees with common interests to promote inclusion, provide perspective and help implement strategies
Recognition rewards and awards through the platform Unstoppable Together
Access to over 500 discounts, specialty savings and voluntary benefits through Deltaperks such as car and hotel rentals and auto, home, and pet insurance, legal services, and childcare
Delta Air Lines, Inc. is an Equal Employment Opportunity / Affirmative Action employer and provides reasonable accommodation in its application process for qualified individuals with disabilities and disabled veterans. If you are a qualified individual, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings through this site, apply for jobs through Delta's online system, or at any point in the selection process. To request a reasonable accommodation, please click here
