Transactional Sales Manager

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:

The main focus of the Transactional Sales Manager is the effective management of all transactional 
sales within the UK & Ireland region. The role comprises of managing the sales negotiation & 
specialist sales team & significant work with internal stakeholders to ensure we have the best sales 
proposition within the market. The role will be customer facing on a daily basis and will make key 
independent commercial & operational decisions on behalf of IAG Cargo. 

It is fundamental to the role that the individual can work effectively in an energetic external 
environment with the main aim to secure the best deal possible for IAG Cargo from a sales 
perspective whilst maintaining our operational integrity. It can be a challenging task because 
customers are looking to drive down the price in order to maximise their profit margins when 
negotiating and due to us working in a highly complex global operational environment.

Strong management skills are required to allow the team to perform at a high level, coaching abilities, 
the ability to motivate and multi task are essential. A strategic approach to the role is also required to 
ensure that we are gaining the most transactional business from the teams & customers as possible.
Building strong working relationships with customers at various levels within each organisation is a 
vital component. It is necessary to build strong internal relationships with other areas within the sales 
department, revenue management, product and operations.

Targeting ad-hoc business, the transactional sales manager will coach their team to lead negotiations
on larger project moves & specialist products to secure additional revenue for IAG Cargo, making 
sure each booking meets/exceeds IAG Cargo’s profitability target and is compliant. The 
Transactional Sales Manager will also ensure that the teams follow up on 100% of quotes and 
proactively sell our capacity including distressed inventory. There is also a sales implant element that 
needs to be managed which involves team members sitting at a customers premises.

Salesforce is a key management tool that will be used by the Transactional Sales Manager and it is 
the responsibility of the role to ensure that all sales opportunities are recorded in this CRM and is 
ingrained in our day to day working environment. Including using the system to record and update all 
quotes and also recording any operational issues that are being dealt with on the day.
Maximising capacity utilisation and developing new lanes of business in collaboration with The Area 
Commercial Manager, customer service & National Account Managers are other key areas of 
responsibility

What you’ll do:

▪ Manage a team of 10+ sales executives to achieve revenue targets, providing leadership and 
clarity on day to day tasks and strategic outlook.
▪ Ensure that 100% of quotes are followed up on and win/ loss reasons are recording.
▪ Ensure that the team have a targeted call out plan & customer implant plan to gain additional 
transactional sales.
▪ Lead the sales influence from the UK & I in the setting of online spot rate level, working with 
distribution and revenue management to ensure we are converting at the highest level and at 
the best possible yield.
▪ Building strong relationships at a customer level for all the areas that may interact with the 
transactional sales team.
▪ Develop an expert understanding of Salesforce, Online Spot & Optima to ensure all quotes 
are accurate and give us the best possible chance of securing the traffic.
▪ Understanding of cargo capacity, limitations and operational elements to allow effective 
negotiation of rates, train team in this area and be a subject matter expert within the region.
▪ Identify new business through effective dialogue with customers at transactional level
▪ Develop overall transactional pipeline reports for new business opportunities and record in 
Salesforce. Provide business with weekly progress updates.
▪ The effective use of Salesforce to follow up promptly on pending and live quotes and actively
following up on quotes recorded by other sales colleagues.
▪ Work on own initiative in negotiating deals with agents and maximising selling available 
capacity, encourage the team to have a similar mindset through coaching and training where 
required.
▪ Confident in managing customer challenges and having difficult conversations when required.
▪ Achieve revenue targets by seeking all selling opportunities from customer to maximise both 
yield and revenue for the UK&I.
▪ Work with and continuously engage with the account management team to develop 
innovative and creative partnership strategies with customers and the transactional sales 
team, which become the benchmark for good selling within IAG Cargo
▪ Develop strong working relationships with customer service, based on mutual trust, respect 
and understanding of their needs, to develop loyalty to IAG Cargo.
▪ Work with the account management team to negotiate short, medium and long term pricing 
initiatives to mutual benefit.
▪ Using Salesforce, provide weekly commercial update on business won/lost, market trends, 
conversion rates and competitor information.

What you'll bring to IAG Cargo (skills):

• Management abilities, particularly motivation, coaching and organizational skills
• In built enthusiasm to win & drive new business
• Ability to have difficult conversations internally & externally
• Disciplined in time management.
• Ability to work under pressure
• Take measured risks in order to maximise profit. 
• Highly developed social, interpersonal and communication skills.
• Strong business evaluation skills 
• Strong organization and time management skills
• Highly developed selling skills, particularly effective negotiation.
• Excellent influencing skills at all levels within customer and IAG Cargo.
• Entrepreneurial approach to developing new ways of meeting customer requirements
• Excellent team working and team developing ability

Your experience:

• Experienced in negotiating high value pieces of business
• Experience in working in a revenue driven area
• People manager experience desired
• Understanding of the Freight Forwarding Industry

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 Transactional Sales Manager, please use the ‘apply now’ function.