National Account Manager (UKI)

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 rhinoceros, gold bullion to avocados and everything in between. Whatever people need, wherever they are. In an era of digital screens and closed borders, 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). 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, where we are building a great place to work for customers and colleagues alike.

About the role

To take accountability for managing and developing a portfolio of customer accounts on a national basis for IAG Cargo in UK and Ireland. The post holder is responsible for building Account Development Plans that align with the division’s commercial strategy and ensure delivery of key metrics including revenue and customer satisfaction across the territory.

What you’ll do

• To give context, the UK & 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, dynamic environment heavily impacted by outside influences and global events.

• Accountabilities will be adaptive to changes in the commercial environment and business needs meaning post holders may be asked to take on other roles, tasks and support activities from time to time to meet the needs of the business. The post holder is expected to be in the office or with customers during normal working hours and from time to time will be required to engage in activity outside normal working hours such as hosting customer events and attending meetings accommodating colleagues from different time zones.
• Team members are expected to travel extensively to attend face to face customer meetings in customer branch offices and from time to time participate in head office activities.

• The post holder will manage the strategic relationship between their portfolio and IAG Cargo. To facilitate this, the post holder will develop a detailed understanding of export and import activities and business flows, IAG Cargo products and capabilities in additional to being able to converse on market and competitor dynamics.

• Embrace CRM and market intelligence applications prescribed by IAG Cargo and use these effectively to achieve role responsibilities, and champion use throughout IAG Cargo.

• Create, manage, track and report on Account Development Plans ensuring that these plans continue to be fit for purpose with regard to market changes, capacity or IAG Cargo strategy.

• Manage customer opportunity pipeline.

• Manage tender and adhoc pricing requests as required.

• Collaborate with internal stakeholders to negotiate complex contract agreements covering multiple trade lanes, product types and pricing tiers.

• Sets strategic direction and tactics for portfolio of accounts for General Sales Agent and junior team members where relevant.

• Ability to identify the need to raise the profile of the customer or its issues and take appropriate action to co-ordinate internal and external teams.

• Has responsibility of achieving agreed KPIs including financial performance and customer satisfaction measures for portfolio.

• Promotes and champions IAGC digital distribution platforms and initiatives.

• Demonstrates a good understanding of what is required to develop and maintain the most valuable customer relationships.

• Always represents IAGC values and behaviours.

It's all about you

What you’ll bring to IAG Cargo:

• 3-4 years + experience in air freight, logistics or similar industry ideally with a carrier, freight forwarder or related party
• 3-4 years + experience managing large national or multinational accounts and relationships.
• Experience presenting to senior management level.
• Experience working to achievement of dynamic sales targets.
• Experience working as single point of contact in market highly regarded.

Skills and Experience:

• In depth understanding of the air freight supply chain, key players and business flows.
• Entrepreneurial and energetic with a proactive attitude
• Innovative and strategic thinking
• Highly disciplined and self-motivated with highly developed organisational and time management skills
• Professional and comfortable communicating across organisational hierarchy
• Able to manage cross functional relationships with stakeholders.
• Collaborative and results orientated.
• Excellent interpersonal, communication, influencing and negotiations skills.
• Good analytical skills and comfortable interrogating and using data.
• Autonomous and able to work with high level direction.

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

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.