United Airlines Assistant Regional Manager - Cargo Sales in Houston, Texas

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Cargo Sales

United Cargo contributes $1B to United Airlines annually moving freight and mail on passenger aircraft. The US South Region Freight Sales Team is responsible to generate 10% of the total annual revenue to United Cargo.

Job overview and responsibilities

We are looking for an experienced sales professional who will be assigned Strategic and National account branches in Houston and Washington D.C. and local account branches in the South region, responsible for account management and account development to drive revenue growth and customer satisfaction. In addition to account management and account development this individual will be responsible for managing a small team of Inside Sales Representatives (ISR) based in multiple locations. We are looking for an individual experienced in managing direct reports, coaching and mentoring teammates and developing staff.

Responsibilities

  • Conduct regular sales calls with your assigned accounts focused on:

  • Developing and maintain relationships with key decision makers at accounts,

  • Presenting current performance trends related to revenue, tonnage, yield, markets, etc…,

  • Identifying market opportunities and developing solutions to present to the customer,

  • Supporting the customer related to any issues or concerns they raise and

  • Following up and following through with the customer.

  • Partner with and influence work groups across the organization such as Operations, Contact Center, Accounting, Pricing, Capacity, Technology and other Sales team members, to gain support to drive revenue and provide customer satisfaction.

  • Develop and present solutions to the customer including:

  • Understanding the customer’s needs such as transit time, special handling, rate, etc…

  • Determining the product and logistics solution that best meets the customer’s need,

  • Researching the market to understand pricing and capacity trends and

  • Presenting the options and negotiating where necessary.

  • Compete account management tasks including:

  • Entering exception pricing into the United Cargo System,

  • Entering allotment bookings into the United Cargo System,

  • Generating ad hoc reports in Oracle Business Intelligence System and,

  • Managing account information and opportunities in SalesForce.com.

  • Manage and develop a team of Inside Sales Representatives (ISR) that supports the Account Executives and develops small accounts by:

  • Overseeing day to day coverage, schedules and supporting issues,

  • Implement processes and measures to identify the quality output of the ISR team,

  • Training, coaching and mentoring the team to ensure the skill level across the team is uniform and

  • Assigning small accounts to the ISR and working with them to develop the account.

Required

  • Bachelor’s Degree or equivalent work experience

  • Microsoft office Word, Outlook, Excel, PowerPoint

  • Knowledge of SalesForce.com

  • At least 2 years of sales experience with direct customer contact

  • Able to travel 3-5 days per month

  • Must be legally authorized to work in the United States for any employer without sponsorship

  • Successful completion of interview required to meet job qualifications

  • Reliable, punctual attendance is an essential function of the position

Preferred

  • Master's Degree

  • Previous experience in Cargo Sales and/or Airline industry

  • Working knowledge of Oracle Business Intelligence

  • Working knowledge of United Cargo System (UC360)

  • Working knowledge of Cargo Portal Services (CPS)

  • At least 1 year of managing direct reports or being a team leader

  • At least 1 years of operations, revenue management or training experience

INDUAL

Division: 55 Cargo

Function: Airport Management & Administrative