Regional Key Account Manager: British Airways World Cargo

Responsible for managing effective sales and championing of strategic/tactical relationships with Global Key Accounts (GKA) for Europe, Middle East and Africa. Based in London with 2 direct reports operating as part of a successful core GKA team. You will optimize GKA contribution to British Airways World Cargo whilst delivering best-in-class airfreight customer management securing British Airways World Cargo’s long term future.

Salary £40K+ plus benefits including car if based in the UK

All applicants will be asked to submit their CV and answer the Application question:

1) Please tell us why you are attracted to this role and the skills and capabilities that you would bring with you.(Max 250 words)

2) Please clearly identify any prior Cargo and Logistics industry experience especially in relationship to key customer management. (Max 250 words)


Requirements

Job Purpose

* Responsible for the effective sales management and key customer development of the specifically designated Global Key Accounts within a Region.
* This role is required to implement global strategies and facilitate inter regional key customer coordination.
* Additionally this role has a dotted line responsibility to the Area Management teams to ensure relevant support is provided to local sales and account managers to deliver their Revenue/Turnover targets always considering the network benefits gained from two way deal/route trade-off discussions and agreements.

Job Dimensions

* Responsible for revenue budget of up to £60m.
* Responsible for all key customers regional office relationships (10 key accounts) and regular interface with Head office management.
* Responsible for regional cost budget relating to relevant incentives and marketing costs
* Reporting Staff : 1-2 Key Account Managers
* Influences and collaborates with the cargo management internally & externally for Commercial and International Customer Services (ICS) roles across the network.


Responsibilities

Principal Accountabilities

* Sales management & commercial development of the designated Global Key Accounts to achieve agreed revenue/turnover targets
* Responsibility for key customers headquartered across the British Airways World Cargo network within a Region.
* Regional management/implementation of the British Airways World Cargo Global Key Account strategy and the overall commercial plan.
* Participate in setting up/fine tuning the Global incentives.
* Implement a structure and process that ensures that the head office negotiated incentive deals are effectively communicated to leverage business.
* Increase the breadth and depth of our key account relationships through regular contact and reviews at all influential levels within our customers organisations
* Develop a tripartite understanding of our customers’ key clients and their major industry flows eg perishables, pharmaceuticals, electronics, automotive
* Identify global/regional/area network opportunities for network deals and route trade-offs
* Define and implement key ‘segment’ development to enable British Airways World Cargo to work closer with key industry groups.
* Develop full year marketing plans including set up & lead of Global Key Account specific Customer Listening Forums (CLFs) & Business Exchanges. Ensure British Airways World Cargo profile at Key Account key internal meetings
* Work with Customer Services to develop specific Global Account support
* Define & initiate central information by Key Account via Management Information System (MIS), CASS, industry publications


The Individual

Skills

* Strong customer champion and high service ethos.
* Skilled negotiator.
* Action orientated, drives pace, challenges appropriately to maintain momentum within tight timescales
* Proven ability to work under pressure and manage complex and often unique issues creating relevant clarity in areas of ambiguity
* Outstanding communication, influencing & presentation skills
* Strong interpersonal skills to develop relationships at senior management levels
* Highly motivated & results driven.
* Ability to speak a European language is desirable but not essential

Experience

* Proven track record of sales/customer management at a Regional level in the Cargo and Logistics industry
* Experience of working across a geographically large and diverse area.
* Experience of working within a fast-moving, changeable environment where responding to customers needs is essential.
* Proven experience in matrix management and the ability to form meaningful cross functional relationships.
* Has stature, credibility and respect at all levels in the business.
* Previous experience working across various cultures and environments.
* A track record of delivering as part of a Global Key Account team.

Expertise

* Commercial and competitive awareness.
* Knowledge of British Airways World Cargo products and services.
* Understanding of 21st Century Selling concepts and practices.
* Relationship building with external parties.
* Matrix management.

Apply Online