Sales Negotiation Executive in London

The main focus of the Sales Negotiation Executive is the effective management of ad hoc transactional sales, primarily at the customer premises. For long periods of time, the job holder will work off site, working without immediate supervision and making key independent commercial and operational decisions on behalf of IAG Cargo.

Targeting primarily ad hoc business, the Sales Negotiation Executive will negotiate on price to secure additional revenue, ensuring each booking meets or exceeds IAG Cargo's profitability target. Salesforce is a key support tool for the Sales Negotiation Executive, and it is the responsibility of the role to ensure it is up to date for quotes and opportunities daily.

Driving operational and sales conformance, maximising capacity utilisation, and developing new lanes of business in collaboration with the National Account Managers are other key areas of responsibility.

To give context, the UK and Ireland commercial team is a compact and busy team. It has two home markets in its geographical scope, has a high level of customer contact, and operates in a fast-moving commercial environment. This context is reflected in three ways:

• Whilst key accountabilities are role-focused, the role also has support accountability to take on other tasks to ensure customer cover is continuous from time to time.
• Accountabilities will be adaptive to changes in the commercial environment.
• The team expects its members to spend the majority of their time with customers during the normal working hours of our customers or alternatively at an IAG premises. From time to time, there will be activity outside normal working hours.

Key Responsibilities:

• Provide a personal sales service to customers when based at the customer premises.
• Proactive approach to customer call outs when working on the sales negotiation desk.
• Maintain strong customer relationships when working onsite in Carrus.
• Effective negotiation of rates and capacity both internally and externally.
• Identify new business through effective dialogue with customers at the transactional level.
• Develop pipeline reports for new business opportunities and record in Salesforce.
• Effectively use Salesforce to follow up promptly on pending and live quotes and actively follow up on quotes recorded by other sales colleagues.
• Provide business with progress updates on each new opportunity.
• Work largely on own initiative in negotiating deals with agents and maximising selling available capacity.
• Confident in managing customer challenges without having direct support from IAG Cargo management.
• Achieve revenue targets by seeking all selling opportunities from customers to maximise both yield and revenue for the UK and Ireland.
• Support the account management team to develop innovative and creative partnership strategies with customers, which become the benchmark for good selling within IAG Cargo.
• Work with the account management team to negotiate short-, medium-, and long-term pricing initiatives to mutual benefit.
• Drive digitalisation and encourage our customers to book via online platforms where possible.

What You’ll Bring to IAG Cargo:

• Must have the right to live and work full-time in the UK indefinitely.
• Must be able to pass a Criminal Record Check.
• Ability to work under pressure without direct management.
• Ability to work offsite away from the IAG Cargo head office.
• Hold a UK driver’s licence and have the ability to independently travel between customer premises.

Skills and Experience:

• Disciplined in time management.
• Highly developed social, interpersonal, and communication skills.
• Strong business evaluation skills.
• Strong organisation and time management skills.
• Highly developed selling skills, particularly effective negotiation.
• Excellent influencing skills at all levels.
• Entrepreneurial approach to developing new ways of meeting customer requirements.
• Excellent team working and team developing ability.
• Awareness and understanding of the UK and Ireland cargo markets.

Benefits:

As well as a competitive salary and bonus, we offer a range of benefits to support our colleagues, which include:

• From the day you join us, you’ll get access to brilliant staff travel benefits including unlimited basic and premium standby tickets on British Airways and group airlines. You’ll also receive up to 30 discounted 'Hotline' airfares per year for yourself, friends, and family.
• All our colleagues get access to LinkedIn learning and Rosetta Stone Language courses.
• For health and wellbeing, we offer a free onsite gym facility as well as access to the UNMIND app and a community of Mental Health First Aiders.
• Access to discounts on Apple, cinema tickets, and loads of other goodies through Perks at work.

Equity, Diversity, and Inclusion:

Our recruitment procedures positively support our equity, diversity, and inclusion agenda. All candidates are considered strictly on their merits in relation to the criteria for the role, treated fairly and consistently, and have their individual needs responded to throughout the process.