At a Glance
- Tasks: Lead sales effectiveness and drive innovative commercial projects in a global logistics company.
- Company: Join IAG Cargo, a leader in airfreight logistics with a positive societal impact.
- Benefits: Enjoy hybrid work, travel perks, wellness support, and continuous learning opportunities.
- Other info: Dynamic environment with opportunities for personal and professional growth.
- Why this job: Make a real difference by improving sales strategies and collaborating with diverse teams.
- Qualifications: Experience in commercial roles, strong leadership, and excellent communication skills required.
The predicted salary is between 63000 - 77000 £ per year.
Looking for a challenge in one of the world’s largest airfreight logistics organisations? At IAG Cargo we are in the business of moving things. From antibiotics to groundbreaking tech, gold bullion to avocados and everything in between. We move cargo that positively impacts society worldwide. Whatever people need, wherever they are. At IAG Cargo we open the skies and fly the world to bring people the things they really need. We are the logistics and cargo brand of International Airlines Group (Aer Lingus, British Airways, Iberia, Level and Vueling). Powered by five airlines, our reach is truly global – but it’s the impact we make that defines us. At IAG Cargo, we believe in keeping the world’s economies turning, and do everything with determined attitudes, curious minds, collaborative actions and heartfelt pride. Join us at our globally recognised logistics business, that is Trusted to Deliver.
About the role
Enable and improve the sales model and effectiveness, as well as lead commercial projects and innovative workstreams to deliver the change roadmap and more efficient CRM solutions. Additionally, support the Head of Business Management and lead the team of Regional Business Managers to drive commercial performance and compliance across the regions.
What you’ll do
- Management and delivery of sales performance
- Lead a team of regional Business Managers and provide effective support to drive commercial initiatives and ensure delivery of business plan MC1 targets
- Work closely across the regional teams to understand the commercial environment and to identify development opportunities by using appropriate sources of information such as market data and research
- Monitor and take relevant action on conformance levels and issues that arise across the regions
- Support the management of large suppliers (GSAs)
- Lead the development of market intelligence capability to inform the global sales team
- Present and provide commercial insight and reporting to senior stakeholders including the Cargo Executive Team
- Support in the development of the Sales and Marketing roadmap, ensuring a clear plan to execute
- Deliver management information and analysis that enables a quick and thorough insight into the state of the business
- Drive developments with the Data and Analytics department to make effective use of management information using Tableau as the preferred reporting solution in IAGC
- Manage the Sales incentive structure and scheme working closely with Finance and HR
Salesforce effectiveness
- Oversee the Salesforce strategy and development
- Drive the Sales team’s Salesforce engagement and adoption, including commercial excellence initiatives to improve data integrity in Salesforce
- Lead the implementation and improvement of Salesforce solutions to enhance the commercial organisation performance
- Design and delivery of predictive analytics, new metrics and insight using Salesforce data (in collaboration with Data Insights and Operational Research team). This includes process design and implementation
- Responsible for Salesforce reporting and dashboards, allowing the organisation to measure performance, KPI's, track rewards and recognition, and drive training and development
- Lead or facilitate sessions to gather, define, and document business requirements
Commercial projects, policies and innovation
- Introduce leading edge tools, technology and processes aimed at expanding the Commercial skillset and building a high-performance culture
- Develop, document and implement additional commercial processes and policies; where necessary, re-design workflows and implement new approaches that increase efficiency and management visibility and reduce risk
- Identify business challenges and opportunities for improvement (removing roadblocks as needed) and delivery against these
- Work with commercial stakeholders to develop playbooks / best practices in how to use new technology, as well as driving adoption of new tools
- Drive continuous improvement and support the delivery of the Sales and Marketing road map
- Support of ongoing commercial change projects representing the Sales and Marketing directorate on key working groups and projects in other areas of the business
- Lead and participate in associated steering groups and provide project updates to senior stakeholders as required
It's all about you
What you’ll bring to IAG Cargo:
- People management experience and experience of managing multiple stakeholders, using effective influencing and networking skills and confidence to manage complex relationships.
- A commercial leader with a track record of proactive decision-making and delivery with exceptional negotiation skills.
- Proven experience in matrix management and the ability to form meaningful cross-functional relationships.
- Strong leadership skills with the ability to work under pressure to tight deadlines and deliver multiple accounts applying excellent decision-making skills and business judgment.
- Ability to think strategically, while being able to implement tactical plans.
- Highly skilled in analyzing business requirements.
- Action-oriented, drives pace, challenges appropriately to maintain momentum within tight timescales.
- Commercially focused with strong written and oral communication skills.
- Proven project management skills.
- Ability to influence and collaborate across the organization to drive results.
- Excellent leadership and team management skills with the ability to motivate and inspire others
- Strategic thinker with the ability to develop and execute effective strategies, articulate priorities, direction, and focus.
- Analytical mindset with proficiency in data analysis and interpretation.
- Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders at all levels.
- Ability to thrive in a fast-paced and dynamic environment, with the flexibility to adapt to changing priorities and business needs.
Skills and Experience:
Essential Experience
- Experience in a senior commercial / financial role
- Experience of championing a change agenda
- Proven ability to deliver objectives on time and to budget
- Evidence of use of data to drive commercial decision-making
- Experience in communicating and influencing effectively across functions, cultures and hierarchies as well as presenting to larger audiences
- Effective working with external and internal partners
- Proven track record of successful influencing and networking with key stakeholders driving difficult decisions and managing complex relationships, including significant experience with C-suite stakeholder management
Desirable Experience
- Proven technical and functional experience with Salesforce.
- Proven track record of developing CRM strategies and gaining support from senior stakeholders.
- Commercial and competitive awareness.
- Experience of working with Tableau.
We’ll treat you right
Wherever you work within IAG Cargo, you’ll play a part in helping us deliver what the world needs and join a diverse and inclusive business that’s making a difference. As well as a competitive salary, bonus, we offer a range of benefits to support our colleagues, which include:
- A hybrid environment with 3 days a week in the office and two from home.
- 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.
- Flexible bank holiday policy- Individuals not on shift have the flexibility to swap the statutory public holidays, with the days you choose to take off instead.
- 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
Diversity and Inclusion
Our recruitment procedures positively support our 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.
Sales Effectiveness Business Manager (Maternity... Sales, Marketing and Business Management · London Heathrow · employer: IAG Cargo
IAG Cargo is an excellent employer that fosters a collaborative and innovative work culture, where Solutions Architects can thrive in a hybrid environment. With a strong focus on employee growth, we offer continuous learning opportunities and the chance to work with cutting-edge technologies like Azure and AWS. Our commitment to supporting our team members ensures that you will find meaningful and rewarding employment while contributing to impactful technology solutions.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Effectiveness Business Manager (Maternity... Sales, Marketing and Business Management · London Heathrow ·
✨Get Involved in Industry Events
Logistics and supply chain are all about networking, so hit up those trade shows and local meetups. Places like the UK's Logistics and Supply Chain conference can be goldmines for connecting with potential employers like IAG Cargo and learning about the latest trends in the industry.
✨Leverage Online Communities
Join forums and LinkedIn groups specifically for logistics professionals. Share your insights and ask questions to get noticed. Being active in these spaces can help you establish credibility and might just lead to an opportunity at IAG Cargo!
✨Showcase Your Skills with a Portfolio
Even if it’s a full-time gig, having a portfolio can really set you apart. Include case studies or projects that demonstrate your understanding of supply chain management, logistics software, or solving operational challenges. You’d be surprised at how much this can impress hiring managers.
✨Apply Directly Through Our Website
Don't forget the power of applying directly through our website! A lot of companies like IAG Cargo keep job postings exclusive to their sites. This way, you can easily keep track of your applications and ensure your profile is in front of the right people.
We think you need these skills to ace Sales Effectiveness Business Manager (Maternity... Sales, Marketing and Business Management · London Heathrow ·
Some tips for your application 🫡
Show Your Supply Chain Savvy:In your CV and cover letter, make sure to highlight your understanding of logistics and supply chain management principles. Mention any relevant courses you've taken or tools you've used, like inventory management software or data analysis platforms, to showcase your skills and keep up with best practices in the industry.
Quantify Your Achievements:When detailing your previous work experience, remember to use numbers wherever possible. Did you improve delivery times by a specific percentage? Did you help reduce costs? These kinds of quantified achievements not only catch the eye but also demonstrate your capability in the logistics sector.
Tailor Your Cover Letter to IAG Cargo:This is your chance to really connect with the team at IAG Cargo. In your cover letter, express why you're passionate about supply chain logistics and how your goals align with the company’s mission. A little personalisation goes a long way!
Include Relevant Certifications:If you've got any certifications related to logistics or supply chain management—like APICS or Six Sigma—make sure you flaunt them! These show that you're committed to your professional development and can set you apart from other candidates.
How to prepare for a job interview at IAG Cargo
✨Know Your Logistics Tools
Make sure you're familiar with key logistics software and tools like SAP or Oracle ERP. These are often used in the industry, and being able to demonstrate your knowledge or experience with them can really set you apart during your interview with IAG Cargo.
✨Perfect Your Problem-Solving Skills
Expect to tackle scenarios that showcase your problem-solving skills. Think about past experiences where you've had to optimise supply chains or handle logistics challenges. Have a few examples ready to discuss how you made decisions that led to improvements.
✨Show Your Team Spirit
Supply chain roles heavily rely on teamwork and communication. Be prepared to discuss how you've collaborated with others in previous roles. Maybe share a time when you coordinated with a team to resolve a logistical hiccup. This can show IAG Cargo that you're a team player!
✨Understand the Big Picture
Be ready to talk about the broader logistics and supply chain trends. Having insights into current challenges in the industry, like sustainability or lead times, can impress the interviewers at IAG Cargo. Show them you’re not just focused on the day-to-day but also have a strategic mindset!
