The Director, Global Partnership Program will develop and lead a team and the strategy to grow and nurture relationships and grow revenue with our top-tiered global customers and drive spanet and wallet share with our largest customer segment, cold chain customers, postal agencies and channel sales partners (General Sales Agents). Liaising and nurturing strong and growth focused relationships with C-Suite executives from the world’s top global Freight Forwarders the Director drives strategy, while leading and coaching a strong team to attain business growth and exceeding sales targets and assigned strategic account objectives. The Director will set sales strategies for Air Canada Cargo’s mail products, cold chain and Channel Sales Partners (General Sales Agents), lead a team and collaborate with our regions to meet Air Canada Cargo’s targets and create an environment of success for all channel partners.

Responsibilities: 

Establish and nurture productive, professional relationships at all levels with key personnel and top-level executives in top-tired customer accounts, Global Freight Forwarders, Channel Sales Partners (General Sales Agents) and Independent Forwarder Associations.Develop and communicate across all relevant branch stakeholders, the strategic sales & spaneting plan for the partnership portfolio. Negotiate and manage global commercial agreements with global customers, channel sales partners (General Sales Agents) and independent Forwarder Associations.Lead and develop a strong team that will liaise constantly with channel sales partners (General Sales Agents) and customers in a multi-level hierarchy to ensure a high level of customer satisfaction.Develop strategy the business plans with the involvement of relevant company personnel, in order to meet the company’s performance objectives and customers’ expectations. This will include but not limited to sales and incentive as well as sales and service management resources and long-term products (cold chain and mail) strategies.Monitors individual account performance across geographical, customer and solution lines. Develops specific tactical initiatives to build business.Work closely with Air Canada Cargo’s regulatory, compliance and operational teams to ensure cold chain and mail product excellence and compliance with industry standards.Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.Establishes productive, professional relationships at all levels with key personnel within Postal Authorities & consolidator customers.Collaboratively develop tools and programs to enhance customer experience through industry-leading initiatives and customer focus groups and business insights.Liaises regularly with GSA head office to ensure strong alignment with regional and corporate sales and spaneting strategies.Provides relevant industry and customer specific information to assist in developing sales & spaneting programs.Respond effectively to rapid changes in the spanetplace by successful internal and external communication to ensure customer service and Air Canada revenue protection. At all times, take appropriate action to highlight positive effects, but mitigate possible negative impact.Prepares, budgets and coordinates arrangements as necessary for identified trade shows and industry conferences.

Achieves assigned sales targets in designated accounts and product verticals.Achieves strategic customer objectives defined by company management.Completes strategic account plans that meet company standardsMaintains high customer satisfaction ratings that meet company standards.

Reports to the Managing Director, Commercial - CargoEnlist the support of regional sales, services resources and other sales & management resources as neededClosely coordinates company executive involvement with customer management.Works closely Customer Service to ensure customer satisfaction & problem resolution.

University degree in management or business administration (MBA) or equivalent. Minimum 5 years of relevant experience in a people management role Solid management experience in leading multi-stakeholder complex initiatives, proven track record of meeting deliverables on time and within budget. Previous experience managing multi-location teams. Proven Sales Leadership skills and proven track record of meeting and surpassing sales targetsExcellent motivational leadership skills and a track record of influencing positive change.  Excellent verbal and communication skills. Proven ability to effectively manage and thrive under pressure and complexities of various situations, with the capability of advancing positively and productively under conditions of resistance to change or uncertainty. Proven track record of influencing senior leadership and cross-functional partners

Candidates must be eligible to work in the country of interest, at the time any offer of employment is made and seeking any required work permits/visas or other authorizations which may be required is the sole responsibility of the candidates applying for this position.

Based on equal qualifications, preference will be given to bilingual candidates.

Air Canada is strongly committed to Diversity and Inclusion and aims to create a healthy, accessible and rewarding work environment which highlights employees’ unique contributions to our company’s success.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted.