Constant climate sales specialist LATAM – British Airways – Miami, FL, USA
Provides Constant Climate product expertise, support and mutually beneficial commercial proposals to GSA/Freight Forwarders/Pharmaceutical shippers in planning high value cold chain; precision time and temperature shipments across the IAG Constant Climate network.
Internal
Customer Value: Provides product expertise and support, product mentoring and training to Regional Sales colleagues on all aspects of Constant Climate
To deliver robust and improving contribution from a portfolio of key Regional accounts through effective product specialist sales management, strong revenue and yield performance and effective cost control
To represent IAG Cargo Constant Climate at the most senior supply chain/cold chain level within designated customer organisations and facilitate and participate in tripartite shipper, forwarder and air carrier meetings
To work closely with and develop synergy opportunities with the Global Key Account Manager, Regional Key Account Manager and Regional sales force
To act as the nominated Regional speaker/presenter at local conferences, exhibitions and seminars on Cold Chain & CRT Management
Scope of the role
Responsible for achieving Constant Climate sales growth targets in LATAM for IAG Cargo
Work with GSA’s representing British Airways and Iberia
Based in Miami
Significant amount of duty travel during which the role holder may be the only IAG Cargo representative
Key Accountabilities
Work with KAM’s, GSA’s, GKA/RKA’s and Pharmaceutical & Life Sciences companies in the Region to achieve Constant Climate revenue and yield targets within established and targeted account portfolio
Design and implement individual customer Regional commercial strategies to deliver the revenue and yield goal at minimum cost
Implement and execute Regional incentive deals
Ensure pricing governance (yield return) is maintained to reflect the service level requirement to support Constant Climate across the IAG Cargo network
Implement appropriate structure to ensure that head office negotiated MLA’s are effectively communicated and implemented at a regional level
Identify opportunities to leverage business, utilising access to high demand routes for support on weaker routes, both inter and intra region
Increase the depth of our key account relationships through regular contact and reviews at a corporate level within our customers organisations
Quarterly Constant Climate Account reviews & monthly reports versus targets to both RCM and Global Head Pharmaceuticals & Life Sciences
Weekly Reporting to Global Product manager for CET Report
Develop, drive and secure tripartite understanding of our customers’ key Pharmaceutical and Cold Chain clients and their planned future product introductions that require temperature management – facilitate tripartite meetings
Set up & lead Regional Constant Climate Business Forums & Seminars providing thought leadership where appropriate
Ensure IAG Cargo and Constant Climate are profiled at customers own internal meetings (participation where appropriate)
Utilise all available management information, media publications and web based research to fully exploit business opportunities
Develop full year Regional Constant Climate marketing plans by Account
Attend Global Product Group meetings when required (c.4 per year)
Advise and propose to Global Product group new market opportunities, other than Pharmaceuticals & Life Sciences that fall within the “Precision Time & Temperature” cargo category e.g. carbon fibre, telescopic lenses etc
Key Relationships / Interfaces
Internal:
Extensive contact with Global & Regional Key Accounts team, Area commercial managers, sales managers and sales force in the Region plus appropriate level of interaction with Regional commercial managers to maximise and execute all Constant Climate opportunities
Ongoing contact with Constant Climate Global Product Manager, QA Manager and Global Head Pharmaceuticals & Life Sciences. Reports on market intelligence and significant developments within Region
Revenue management, product marketing and finance
External:
Extensive contact to Supply Chain and Quality Assurance Senior Management level within the designated accounts for Key Forwarder Pharma vertical teams and top 200 shipper (primary Pharmaceutical) portfolio
Ongoing contact with senior cold chain logistics & procurement managers of commercial accounts
Regional IATA committee members and Cold Chain logistics Conference Managers
The Individual
Skills
Business and account management skills across a diverse cultural base
Consultative selling style and relationship management customer engagement
Financial and analytical capability
Strong communication, influencing and presentation skills
Ability to implement strategy to articulate priorities, direction and focus
Proven track record of sales management
Strong interpersonal skills to develop relationships at Regional level
Highly motivated & results driven
Well organised logical thinker who can manage multiple tasks
Fluent in Spanish and English
Qualifications
Essential:
Right to live/work in the US
Graduate or higher level qualification (within a technical/scientific discipline an advantage) and/or equivalent experience
Willing to achieve Certification (by exam) in IATA Ch.17 Pharmaceutical Cargo Handling within 12 months of appointment
The role will require considerable travel within the Region away from home and the incumbent must be prepared to accommodate this need
Experience
Previous Cargo and/or Pharmaceutical Sales/Account Management experience within a specialist product sector
Supply Chain Management experience including Cold Chain Management · Good market and competitor knowledge of current Cold Chain & CRT product solutions for both Active and Passive temperature shipments
Existing relationships with Freight Forwarder Pharma Verticals and Pharmaceutical shippers a distinct advantage
Experience in delivering product and commercial training within the Region to IAG Cargo colleagues and GHA key staff
Marketing experience an advantage
Previous speaker/presenter at internal company meetings and external industry seminars, conferences an advantage
Knowledge and understanding of GDP, IATA Ch.17 and Constant Climate SOP’s
Knowledge and understanding of how temperature, humidity and light affects a Pharmaceutical product stability profile and its potency
Understanding of, and the need for, Quality Management and how this is applied to Constant Climate (SOP’s, CAPA’s etc)
Application Process
All applicants are required to submit their CV and answer the following question. Please prepare your answer in advance:
Please explain how your key skills and experience will help you be effective in this role? (Max 250 words)
Please note that this will be on a IAG Cargo Ltd contract.
