Sr Manager, Cargo Sales - Small Parcel Logistics

Intro

Are you ready to explore a world of possibilities, both at work and during your time off? Join our American Airlines family, and you’ll travel the world, grow your expertise and become the best version of you. As you embark on a new journey, you’ll tackle challenges with flexibility and grace, learning new skills and advancing your career while having the time of your life. Feel free to enrich both your personal and work life and hop on board!

Why you'll love this job

• This job is a member of the Cargo Sales leadership team within the Cargo Division.

• Leading the Cargo, Small Parcel Logistics team, to ensure maximum profitability, productivity, and revenue in line with company objectives.
• As the driving force behind generating new sales leads and revenue, the Senior Manager, will lead a small team who will focus on establishing new strategic business relationships with mid and senior-level executives in non-client organizations in the e-commerce / small parcel logistics vertical.
• This role overshadows the entire sales cycle, from generating new business and presenting solutions to negotiating and closing contracts. The team will call on large retail/e-commerce companies that exist, to provide first mile, air and last mile, transportations solutions.
• Success in this role relies on being resilient and having the ability to quickly develop strategic relationships with clients to match their goals to the company’s solutions.
• This role is ideal for a logistics professional who has scaled the ladder at a major carrier and then pivoted to thrive in a scrappier, entrepreneurial environment. They bring enterprise credibility and startup grit—a combination that will accelerate adoption of next-gen delivery solutions. 

What you'll do

As noted above, this list is intended to reflect the current job but there may be additional essential functions (and certainly non-essential job functions) that are not referenced.  Management will modify the job or require other tasks be performed whenever it is deemed appropriate to do so, observing, of course, any legal obligations including any collective bargaining obligations.

• To drive the Small Parcel Logistics revenue planning process with accountability for resulting key performance objectives.
• To develop and implement strategies to generate new revenue streams, and mine new customer relationships by overseeing broad commercial agreements as well as tactical incentive deals with customers where appropriate in the small parcel logistics segment.
• To ensure that market /key data sources and business tools are used  by the team to capture opportunities and trends.
• To drive efficient and profitable use of capacity and resources throughout the division while collaborating with HDQ and Field teams
• To directly interface with the senior management of large, multinational e-tailers, distributors, Retailers, and other companies that ship small, high-volume shipments.
• Participate in design of accessorial fees, last-mile challenges, time-in-transit optimization, and carrier rate structures. 

• Position externally and internally, new disruptive logistics solutions to shippers, brands, or 3PLs. 

• Managing complexities from managing geographically diverse relationships, changing demand patterns and volatile competitive pricing within a known customer base and seasonally predictable capacity.
• Navigate large enterprise processes while delivering measurable outcomes in parcel logistics performance and customer satisfaction. 
• Develop deep understanding of the pain points faced by shippers, especially in the small parcel, e-commerce, and retail sectors. 
• To participate in the Cargo Sales leadership meetings and present to senior leadership.
• To attract, hire, train, develop and manage the performance of people, coaching, counseling, and communicating the business needs to ensure the sales team is fully effective.
• To undertake appropriate training as agreed with their manager and to take responsibility for self-development.

All you'll need for success

Minimum Qualifications- Education & Prior Job Experience

• Bachelor’s degree in business, Supply Chain, Logistics, or related field; MBA or equivalent experience a plus. 

• 7+ years of experience in Sales, Cargo, or a similar commercial role at a leading logistics enterprise such as an integrator, with direct experience in small parcel shipping, including operations, account management, or sales.