AAC – LAX Sales Manager
Company: Aloha Air Cargo
Employment Type: Full Time
Job Category: Sales
Publish Date: August 23, 2019
Company Description: Aloha Air Cargo, headquartered in Honolulu, is the largest air cargo company in the state of Hawaii and is a vital transportation provider to business, government and non-profit entities, with flights between Honolulu and Kahului, Lihue, Kona, and Hilo. Aloha Air Cargo also offers daily cargo service between Honolulu and Las Vegas and 6 day a week cargo service between Honolulu and Los Angeles. Aloha Air Cargo maintains stations in Honolulu, Kahului, Lihue, Kona, Hilo and Los Angeles. Aloha carries diverse cargo including perishables and provides the only overnight service with refrigeration capabilities at all of our major stations.
Aloha Air Cargo
The primary purpose of the Sales Manager is to increase revenue through acquisition, development and maintenance of Aloha Air Cargo’s key accounts. The Sales Manager is responsible to promote and sell Cargo Services to generate new business and revenue in a defined territory, including Los Angeles and the Hawaiian Islands. The Sales Manager will sell the entire portfolio of Aloha Air Cargo services, and will leverage their relationship management skills to ensure excellent service. The position is based in Honolulu and will require occasional travel.
ESSENTIAL DUTIES & RESPONSIBILITIES include the following (other duties may be assigned):
•Responsible for creating, building, and maintaining customer relationships and customer profitability on all levels
•Conducts daily business development (sales) calls and/or visits throughout assigned territory to existing and prospective Aloha Air Cargo clients.
•Follows up on sales leads supplied by Management and/or support team.
•Identify new business prospects and target other account acquisitions on a daily basis.
•Act as subject matter expert for key Aloha Air Cargo service programs within the Los Angeles territory and related Interline cargo shipping and carrier relationships.
•Guide commercial strategies and execute aligned tactics with Aloha Air Cargo Sales Team and all other customer territories.
•Provide superior customer service to Aloha Air Cargo’s customer base by understanding customers’ end use business/markets, and who primary customers and competitors are.
•Build strong cross functional working relationships with all departments and the directors, including Sales’ Account Managers/Representatives
•Works with the VP of Sales and Director of Sales and Marketing to develop and implement Sales, Marketing and Advertising strategies.
•Manage yield growth and rate parity; minimize rate structure exceptions throughout customer base while maximizing volume and revenue growth.
•Create and maintain database of accounts, contacts, clients and leads, in order to investigate, track, and resolve customer client concerns; identify trends and implement solutions
•Assist in distribution of marketing campaign materials to internal and external customers.
•Provide weekly updates to Director of Sales.
•Promote a positive image of Aloha Air Cargo internally and externally through personal contact within the community and participate in community events.
•Attend industry trade shows to represent and promote Aloha Air Cargo and its services as required •Create and conceptualize ideas; and bring to market new initiatives to drive sales.
•Other duties as assigned.
QUALIFICATION REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION, CERTIFICATES, LICENSES AND/OR EXPERIENCE:
•High school diploma or general education degree (GED).
•College degree in business administration, sales and marketing or related field of study OR ten (10) or more years of successful experience in a sales, territory management, and/or marketing position.
•Experience in transportation sales, logistics, or brokerage specifically related to all cargo aircraft.
•Proven ability to work with executives at the corporate level with proven success at scheduling and closing new business.
•Extensive knowledge of the LAX and Southern California territory and client operations
•Ability to define and implement sales and business development strategies for the territory
•Knowledge of International Operations and Automated Manifest System (AMS) procedures, as well as Interline Sales, Contracts, and Special Prorate (SPA) agreements
•Prior experience in “out of gage” or oversized cargo a plus
•Dangerous Goods experience and knowledge of LAX shippers a plus
•Valid Driver’s License and passport, and reliable form of transportation.
•Computer literate with proficiency in MS Excel, Word, Outlook, Customer Relationship Management (CRM) software and cargo management systems; and have strong research capabilities and familiarity with all available Internet and database tools.
LANGUAGE SKILLS: Excellent verbal and written communication skills.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
•The work is classified as “light” with regards to the physical demands.
•Lifting requirements: Heavy boxes weighing 25 pounds, light office supplies.
•Climbing may be required up and down low stairs.
•Fingering is required for pages in books, computer print outs, documents to be filed, keyboards and telephones.
•Talking is required at least 75% of the day; use of talking on the phone at least 50% of the day. Good vision is required for personal transportation, reading and writing.
•Good hearing is required to communicate with customers and vendors, on the phone and while attending meetings.
OTHER SKILLS AND ABILITIES:
•General understanding of business planning.
•Understanding of air freight rates and tariffs.
•Ability to work well across various levels of management to collaborate as a team on all initiatives that affect the business.
•Ability to work independently with minimal daily oversight
•Excellent customer service and selling skills required.
•Must be able to work in a fast-paced environment, and possess a willingness to work a flexible schedule.
•Strong written and verbal communication skills
•Strong customer development and organizational skills.
•Self-motivation, personal integrity and outstanding people skills essential.