Corporate Sales Partner

Description

Being part of Air Canada means belonging to a Canadian icon—Air Canada, recently voted Best Airline in North America. Launch your career by joining our innovative and diverse team at the forefront of passenger air travel.

Reporting to the Senior Manager, Corporate Sales, the Corporate Sales Partner will be responsible for a portfolio of accounts and will be tasked with increasing Air Canada's market share through strategic account management, proactive client engagement, and strong positioning with senior executives. The incumbent will align their objectives with the broader goals of Global Sales and the Corporate & Business Development team.

Responsibilities

• The successful candidate will be the primary point of contact for senior corporate travel buyers of national and international client companies.
• Clients in the portfolio generate approximately one million dollars in revenue for Air Canada, with averages between $2M and $5M. The total portfolio ranges from approximately $50M to $100M.
• Identify business and market share objectives for each client in the portfolio.
• Develop, negotiate, and implement a strategic plan to increase the profitability and performance of the portfolio.
• Maximize the value of each corporate contract through proactive analysis of performance, opportunities, and competitive threats. Ensure each contract is adapted to be deliverable in a changing market.
• Regularly review account commercial activities to ensure contract compliance and achievement of Air Canada's revenue targets.
• Take responsibility for preparing RFP responses and presenting proposals on behalf of Air Canada and joint-venture partners.
• Liaise with and advocate for clients across relevant departments within Air Canada to resolve client concerns.
• Influence corporate stakeholders to position Air Canada as the carrier of choice.
• Meet with senior decision-makers to present offerings, negotiate, and close corporate contracts.
• Respond effectively to rapid market changes by leveraging effective internal and external communication to keep clients informed and protect Air Canada's revenue and market share.
• Communicate commercial initiatives to portfolio accounts in a timely and accurate manner.
• Find innovative, tailored solutions to meet clients' complex needs and capture opportunities.
• Undertake activities to increase and enhance Air Canada's exposure among portfolio companies and travel management companies.
• Manage resource allocation to optimize their use by client companies.
• Represent Air Canada at corporate and industry events.
• Identify new business opportunities.

Qualifications

• University degree (bachelor's), relevant certification, or equivalent and commensurate experience.
• At least five years of senior-level sales experience requiring B2B negotiations with major procurement stakeholders within large international companies.
• Proven experience in complex contract and sales negotiations.
• Excellent verbal, written, and presentation skills, with the ability to engage and influence senior stakeholders.
• Demonstrated experience in strategic account management or managing relationships with large international clients.
• Demonstrated experience in contracting and complex mediation between a client and the legal teams of an airline.
• Results-driven professional with a strong commercial mindset.
• Strong analytical skills; initiative, forward-thinking and conceptual mindset to ensure optimal contract execution.
• Self-motivated, proactive, and able to work independently.
• Proven ability to make sound, informed decisions.
• Team player with the ability to support and mentor team members.
• Strong organizational and planning skills; ability to maintain accurate records.
• Ability to handle irregular and varied demands.
• Excellent computer skills (Excel, Word, PowerPoint).
• Ability to work flexible hours and availability to travel in North America and internationally.
• Proven punctuality and reliability to support overall team success in a fast-paced environment.

Conditions of employment

Candidates must be eligible to work in the country where an offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations. Proof of eligibility must be provided prior to the start date.

Language requirements

Where qualifications are equal, preference will be given to bilingual candidates.

Diversity and inclusion

Air Canada is strongly committed to diversity and inclusion and aims to create a healthy, accessible, and rewarding workplace that values the unique contributions of our employees to the success of our company.

As an employer that ensures equal access to employment, we encourage diverse applications to build a workforce that reflects our customers and the communities where we live and serve.

Air Canada thanks all applicants for their interest, but only those selected for an interview will be contacted.