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Job Details




Munich, Bavaria

Career Area

Cargo & Ground Operations



Job Description

Purpose of the Role

The primary responsibility is to develop and maintain strategic partnerships with owned customers that deliver value to both IAG Cargo and the customers. To achieve a revenue target through day-to-day selling and strategic development of customer portfolios.  Responsibilities for budget and revenue accountability. The role requires extensive knowledge of the Germany airfreight market and all aspects of IAG Cargo. The position is based in Munich.

Key Accountabilities

  • Develop innovative and creative partnership strategies with current and new potential customer base, which become the benchmark for good selling within IAG Cargo.
  • Actively seek and sell all available capacities to local Germany and Global customers.
  • Achieve revenue target by customer by seeking selling opportunities from customer portfolio.
  • Maximise yields and revenue following IAGC strategy and commercial plan when selling available capacities and products.
  • Promote Online booking platform and eFreight (e.g. API channels)
  • Plan and maintain regular Sales call activity through bespoke CRM tool Salesforce.
  • Identify key influencers and decision-makers and develop an action plan to deepen the relationship with this audience, drawing on senior level support within IAG Cargo where appropriate.
  • Negotiate short, medium and long-term pricing initiatives to mutual benefit.
  • Liaison with Regional Sales colleagues to ensure service and pricing offered is both transparent and consistent throughout the region.
  • Responsible for providing timely, accurate and relevant sales reports, as required assisting the selling effort, forecasting etc.
  • Communicate with the IAG Cargo business to ensure existing and future developments are in line with both market and customer’s needs.

What we are looking for:


  • Strongly developed communication skills (both written and verbal)
  • Excellent presentation and selling skills
  • Excellent planning and analytical skills
  • High level of commercial acumen
  • Ability to understand commercial implications of decisions and make trade offs
  • Proactive, dedicated and results-driven
  • Strong team-working ethic
  • Ability to coach and support
  • Ability to communicate at all levels of the organisation
  • Innovative, creative and forward thinking
  • Able to work under pressure
  • Excellent organisational and time management skills
  • Cultural awareness, respect for the view of others


  • Education to A levels standard
  • Fluent in English & German ~ spoken and written essential. Spanish language skills
  • Advanced PC skills especially in respect to Microsoft Office (Excel, Word, PowerPoint) and online applications


  • Has worked in significant exposure to a revenue-related and commercial environment
  • Has worked with sensitive information and has maintained a flawless record in terms
  • Proven track record in airfreight sales discipline
  • Experience of commercial planning processes and negotiations
    Understanding of budget and financial process and business cases

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