Global Account Manager, Cargo Sales

Delta Air Lines, Inc.•Atlanta, GA

52d

About The Position

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.

Responsibilities

Proactively and successfully monitors assigned account revenue and share performance as measured by our corporate performance tools (Tableau, Sales Force, SD/RM Reporting, etc.)
Identifies and executes margin opportunities by leveraging sales tools such as CASS, World ACD, GIA's, eNCI in consultatively selling to our most strategic corporate accounts
Performs data analysis to proactively identify revenue opportunities and creates innovative actions plans/solutions to capture opportunities and remove barriers
Manages overall Global/Regional account performance against goals for all assigned accounts
Supports 360-selling activities including opportunities with transportation, MRO, sustainability initiatives and opportunities, cargo charter, humanitarian efforts, and any other key initiatives
Works collaboratively with SD and other stakeholders in managing Business Review Meeting (BRM) content and drives the execution
Successfully collaborates with SD/RM as well as the global sales organization in leading contract negotiation, implementation strategy & quality control
Represent the Global Account Team by traveling to all 3 regions for account visits.
Perform account performance reviews both in person and virtually when necessary
Lead customer requests for pricing requests and work with Sales Development and Revenue Management counterparts to deliver winning bids
Develop detailed account plans that lay out a path for share growth
Work with local sales counterparts to drive your set account strategies
Work with operational counterparts to solve for operational issues that may arise