Director - Cargo Sales, North America
About The Position
The Director of Cargo Sales, North America provides leadership, direction, and vision for United Airlines’ North America cargo field sales organization. The role leads commercial cargo sales activity through Regional Sales Managers, key account management, and third-party General Sales Agencies, ensuring sales personnel are efficiently deployed to meet revenue, product, and contribution objectives. The director develops sales strategy and works closely with sales, revenue management, product development and marketing, sales strategy, and cargo operations teams. The position cultivates customer relationships, grows freighter and charter programs, manages the Business Partner Program for small and medium customer segments, and aligns sales offerings with operational capabilities. The director also monitors market and competitive trends, supports industry engagement, and leads team development, performance reviews, compensation decisions, and career planning. The position may be based at any United hub: ORD, LAX, SFO, IAD, EWR, DEN, or IAH.
Requirements
- Bachelor’s degree or 4 years of relevant work experience.
- At least 7 years of cargo sales experience.
- At least 3 years of management experience.
- Proven sales leadership skills.
- Ability to build and motivate a high-performing team.
- Excellent analytical and communication skills.
- Ability to effectively establish business priorities.
- Must be legally authorized to work in the United States for any employer without sponsorship.
- Successful completion of an interview is required to meet job qualifications.
- Reliable, punctual attendance is an essential function of the position.
Nice To Haves
- Master’s degree or 6 years of relevant work experience.
- Global cargo sales experience.
- Understanding of the capabilities and limitations of generative AI tools and effective use of them for research, analysis, content creation, and problem-solving, with critical validation of AI-generated outputs and compliance with company policies on responsible AI, data privacy, and security.
Responsibilities
- Develop the sales strategy, vision, goals, plans, and standards for the North America Cargo Sales organization.
- Lead North America commercial cargo sales activity through Regional Sales Managers, key account management, and third-party General Sales Agencies.
- Ensure sales personnel are deployed and utilized efficiently and consistently to meet revenue, product, and contribution objectives.
- Collaborate with sales, revenue management, product development and marketing, and sales strategy teams to develop products, services, sales tools, and decision-making reports.
- Develop, cultivate, and maintain relationships with current and potential freight forwarder and commercial customers.
- Manage and grow freighter and charter programs.
- Manage the Business Partner Program and GSA staff for small and medium customer segments.
- Partner with cargo operations to align product offerings and sales approaches with operational capabilities and market service-level demands.
- Modify sales approaches when necessary and work with operations to enhance operational processes.
- Monitor industry trends, pricing, competitive intelligence, rules, and regulations, and participate in industry associations and trade shows.
- Provide direction and coaching, conduct performance reviews, and develop team members’ skills and effectiveness.
- Oversee and manage compensation decisions and career development plans.
Benefits
- Medical, dental, and vision benefits.
- Life, accident, and disability coverage.
- Parental leave.
- Employee assistance program.
- Commuter benefits.
- Paid holidays and paid time off.
- 401(k).
- Flight privileges.
- Eligibility for bonus and/or long-term incentive compensation awards.
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What This Job Offers
Job Type
Full-time
Career Level
Director
