Reporting to the National Manager, Business Development – Canada, the Manager Business Development has the overall responsibility for developing and increasing Air Canada’s market share and profitability. The Manager Business Development will align their objectives with the overall objectives of the Global Sales Branch and the Corporate and Business Development Canada department.
Identify new corporate client relationship opportunities by managing a list of prospective corporate contacts and by acting upon all valid sales leads
Identify, qualify and develop new revenue opportunities by planning, establishing and implementing regional sales strategies and goals that support Air Canada’s business objectives and revenue targets
Generate contacts through corporate business prospecting; follow up on internal sales leads and make client sales calls
Successfully negotiate and obtain client commitment to support Air Canada
Employ consultative selling skills with strong knowledge of the full suite of Air Canada Corporate products (FNJV, Global, Star Alliance, Corporate Contract, EZDeal, Corporate Rewards and Corporate Flight Pass) in order to recommend specific products and services that satisfy identified client needs
Nurture strong business relationships with all new customers
Implement strategic plans that grow revenues and increase market share
Responsible for the successful contractual revenue management and delivery of predetermined service level agreements
Communicate products, services and enhancements to prospect leads, business associations, and newly acquired corporate clients and travel agencies of record
Find innovative contracting solutions to complex issues and or accounts
Liaise with internal departments and branches to support corporate objectives and bring forward customer feedback and recommend product enhancing solutions
Identify business objectives and establish market share targets for each new client Strategically develop, negotiate and deliver a plan to increase profitability and yield within portfolio with the importance of delivering the value of each corporate contract by proactive analysis of performance, opportunities or competitive threats. Ensure that each contract is adjusted order to perform within changing marketplace.
Meet with senior corporate decision makers to present offer, negotiate and execute corporate contracts
Respond effectively to rapid changes in the market place by successful internal and external communication to ensure customer awareness and Air Canada revenue and market share protection
Represent Air Canada at corporate and industry events
Identify new business opportunities
Bachelor degree in an appropriate field and/or a minimum of five (5) years of pertinent sales experience
Strong negotiation, interpersonal, communication, presentation, leadership and decision making skills
Results oriented and proven ability for attention to detail and deadlines
Ability to build strong relationships with both internal and external customers
Exceptional planning and organizational skills
Very strong analytical skills when dealing with complex data and industry information
Ability to cope with irregular or multiple work demands
Must be receptive to flexible work hours and travel expectations
Proficiency with PC Windows’s applications such as Word, Excel, PowerPoint, PRISM
Team Player and ability to provide mentoring and assistance to team members
Motivated self starter who can work with minimal direction and supervision