Description:
Key Responsibilities:
This is a dual role serving as Country Sales Manager for Canada and Key Account Manager Americas and will be part of United Cargo’s Americas Sales Leadership Team.
- The Country Sales Manager Canada will be responsible to manage all commercial activities, initiatives & strategies and achieving revenue goals in this market. This role will also oversee the management of United’s local sales partner by leading and training this team to ensure it is set up for success. This role will be responsible to develop growth strategies and complete them. This role will be responsible to establish revenue forecasts and budgets. The Country Sales Manager will be responsible to represent United Cargo’s brand in this market, build strong relationships to key customers, and drives continued success by increasing market share.
- Our Key Account Management Team is responsible to manage a portfolio of high-profile customers in the Americas Region. This role will own the corporate customer relationships and co-own the branch level relationships in a collaborative effort with the Americas sales team. This role will develop a cohesive regional/global strategy to ensure continued growth and success. Our Key Account Management Team members will also lead several commercial focus areas such as (but not limited to) US Domestic growth, digital marketplace, strategic commodity growth (perishables, ecommerce and other commodities). A Key Account Manager will be a subject matter expert and go-to-person within the organization. All areas of responsibility will require a close cooperation with all departments in the United Cargo organization.
- Managing long-term corporate relationships with top-tier cargo clients by analyzing global coverage opportunities and by offering competitive solutions to those opportunities
- Being the face of United Cargo:
- Maintains a high level of sales call discipline/F2F client visibility (joint sales calls)
- Responsible for mid-term, long-term export selling, consignee sales and import sales
- Creates and maintains account profiles in United systems
- Creates awareness of all UA products and services in the area to magnify market influence and generate future sales
- Canada specific: Leading and training a sales partner team, defining sales strategies, building strong relationships to key decision makers, contract negotiations, joint sales calls, revenue forecasting, execution of sales initiatives
- Closely collaborates with all departments within United Cargo
- Creates awareness and alignment and facilitates discussions within United Cargo about sales strategies and goals related to areas of responsibility
- Creates solutions to support high efficiencies between customers and United Cargo – ensures United Cargo is perceived as “easy and efficient to do business with”, “quick to market”, “best in business / first choice for our customers”, and “creative solution provider”
- Enhances cargo revenues by developing account business plans and forecasting
- Delivers Quarterly Business Reviews (QBRs) to each portfolio client
- Lead complex business implementations, root cause analysis and corrective action initiatives
- Creating and negotiating customer contracts, such as incentive contracts, hard block space agreements, etc.
- Provides total and efficient service to accounts
- Takes ownership of account management and relationship management for assigned portfolio
- Maintains creative business development approach ensuring balanced advocacy for business and customer needs
Qualifications
United values diverse experiences, perspectives, and we encourage everyone who meets the minimum qualifications to apply. While having the “desired” qualifications make for a stronger candidate, we encourage applicants who may not feel they check ALL of those boxes! We are always looking for individuals who will bring something new to the table!
What’s needed to succeed (Minimum Qualifications):
- Master’s degree
- 8+ years of Cargo experience in Canada
- Managerial experience leading a team of 10+ FTEs
- Background in sales, operations and customer service
- Must have in depth knowledge with Transport Canada & TSA security requirements for transportation of Cargo
- Excellent written and verbal communication skills
- Bi-lingual is a plus
- Good reading comprehension skills
- Communicates accurate information and ideas via a wide range of media/mediums to various audiences
- Must be enthusiastic, self-starter, deal maker, tenacious and solutions oriented
- Must also stay current on competitive landscape and ensures leadership role for United Cargo in the industry
- Must be legally authorized to work in the United States for any employer without sponsorship
- Successful completion of interview required to meet job qualification
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- Reliable, punctual attendance is an essential function of the position