Specialist Sales Executive

1 month ago

Heathrow, United Kingdom British Airways PLC Full time

Looking for a challenge in one of the world's largest airfreight logistics organisations?

At IAG Cargo, we're in the business of moving things. From antibiotics and rhinoceroses to gold bullion, avocados, and everything in between, whatever people need, wherever they are, IAG Cargo is there to bring them the necessary and niche.

As the logistics and cargo brand of International Airlines Group, you'll work across the globally recognised brands of Aer Lingus, British Airways, Iberia, Level and Vueling.

As well as helping to keep the world's economies turning, we believe in building a great place for our colleagues to work. Our people are determined, curious, collaborative and take huge pride in everything they do.

The role:

Specialist Sales Executive

The main focus of the Specialist Sales Executive is to ensure reservations involving our specialist
products portfolio are made in a timely and compliant manner and to act as a product sales champion
for our specialist customer base. Ultimately the role is focused on ensuring an excellent booking
experience for all specialist customers and driving revenue for IAG Cargo.


The successful candidate will need to work effectively in an energetic & dynamic external environment
with the main aim of ensuring an excellent customer experience; as well as to perform specialist
reservations while considering many diverse factors.


Building strong working relationships with customers at various levels within each organisation is also
a vital component. Salesforce is a key support tool for the Specialist Sales Executive and is the
responsibility of the role to ensure it is up to date for quotes, business gained, opportunities and
regulatory compliance.


Driving sales conformance, maximising capacity utilisation and securing as much specialist business
as possible are other key areas of responsibility.


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 it operates in a
fast moving commercial environment. This context is reflected in three ways:

What you'll do:

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 be in the office during the normal working hours of our
customers, and on occasion there will be a need to meet with customers and potentially
undertake some activity outside normal working hours.

What you'll bring to IAG Cargo:

Perform reservations for special products in a timely and compliant manner, ensuring an excellent booking experience for all customers.

Provide a personal sales service to major specialist customers.

Maintain strong customer relationships.

Develop a good understanding of Optima and Accelerate, including the filling of rates.

Develop a deep understanding of IAGC specialist products and the specific requirements for the various commodities covered under them.

When required, there will be a need to negotiate rates effectively, however the majority of the work will entail reservations at pre-set defined rates.

Identify new business through effective dialogue with customers at transactional level.

Develop pipeline reports for new business opportunities and record in Salesforce. Provide business with progress updates on each new opportunity.

Effective use of Salesforce to follow up promptly on pending and live quotes. This might involve following up on quotes recorded by other sales colleagues

Work largely on own initiative with agents and maximising selling available capacity.

Confident in managing customer challenges without having direct support from IAG cargo management.

Contribute to achieve revenue targets by seeking all selling opportunities from customer to maximise both yield and revenue for the UK&I.

Develop strong working relationships with customer support, based on mutual trust, respect and understanding of their needs, to develop loyalty to IAG Cargo.

Work effectively with the various specialist product stakeholders, including specialist product manager, LHR vault facility, Heathrow Animals Reception Centre, Animal Air Care and operational colleagues

Responsible for delivering our specialist products sales target

Your experience:

Customer service/ sales experience desired but not compulsory

What we offer:

Wherever you work within IAG Cargo, you'll play a part in connecting people and countries and join a diverse and inclusive business that's making a difference to the future of aviation.

Colleagues working for IAG Cargo:

  • Benefit from attractive and competitive rewards aligned to the local market and role.
  • 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.
  • Work with diverse colleagues in a business that truly values inclusion and diversity.
  • Are valued for their ideas and opinions.
  • Benefit from opportunities for development and progression.
  • Are able to support communities across the world, and close to home.
  • Work in an environment in which safety and wellbeing are paramount.

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.

Please advise us if you require any reasonable adjustments to take part in the recruitment process so we're able to remove any barriers that may present themselves

To apply for the position of Specialist Sales Executive, please use the apply now' function.

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