Principal, Corporate Sales

Being part of Air Canada is to become part of an iconic Canadian symbol, recently ranked the best Airline in North America. Let your career take flight by joining our diverse and vibrant team at the leading edge of passenger aviation.

This role oversees a team of Corporate Sales managers to identify new revenue opportunities and defend/grow Air Canada share of wallet within key Corporate accounts. Direct and develop plans to grow Air Canada’s revenue in the assigned Corporate account portfolio.

The Principal, Corporate Sales will align their objectives with the overall objectives of the Global Sales Branch and the Corporate Sales team.

Responsibilities:

• Develop, and execute a corporate business strategy to be deployed in coordination with other team members of the Corporate Sales team
  • Develop business plan, sales target, and sales strategies for the portfolio clients.
  • Initiate activities that will increase and enhance Air Canada’s exposure within Corporate portfolio & Travel Management Companies
• Grow existing relationships and identify new opportunities within or external to existing account portfolio; work closely with the Business Development team to leverage each other’s contacts and growing the list of prospective corporate contacts; Ensure seamless account transitions following their acquisition.
• Generate ad-hoc proposals that improve the sales volumes and Yield by capturing all opportunities from domestic and international markets via a more intense collaboration with the Joint Venture Carriers, Strategic Partners, and Trade & Commerce Associations.
• Responsible for the development & implementation of team strategic plans, client contract performance & timelines that achieve revenue and market share targets from National/Global/Star Alliance Corporate accounts.  
• Ensure team delivers increased profitability and yield within budget and cost of sale guidelines
• Manage team expenditures and resource allocation within budget and cost parameters
• Implement training & development plans for team to improve business ownership & accountability
• Ensure team conducts proactive business reviews to identify revenue/share profitability gaps or opportunities and implements action plan as required
• Develop team client relationship & engagement strategy that includes AC senior level involvement
• Communicate goals, objectives, expectations and performance targets
• Foster stronger ties with various AC Departments including but not limited to Legal, AC Revenue Management, Revenue Optimization and Global Sales to increase and facilitate adoption of corporate solutions aimed to increase AC Global market share and revenue Domestic and from International Point of Sales.
• Conduct performance reviews with team, identifying areas of improvement and opportunities for coaching and development
  • Responsible for justification of staffing levels, conducting interviews and the selection process
• Represent corporate sales in cross functional teams within Global Sales and within Air Canada
• Maintain the relationship with Global & National business professional Associations

Qualifications

• Bachelor’s degree in an appropriate field and/or a minimum of 10 years of pertinent experience in sales environment.
• Strong understanding of the airline industry with expertise in Sales, Corporate Strategy, Finance, and/or RM; A solid understanding of airlines economics and firm understanding of economic and business principles required
• Strong analytical thinking, problem-solving, and negotiation skills;
  • Strong quantitative and qualitative analytical skills to analyze complex data
  • Ability to think in a logical, structured manner to solve problems
  • Capable of structuring comprehensive, logical analysis with minimum supervision
  • Attention to detail
  • Good understanding of financial and commercial concepts
  • Ability to think outside of the box and develop flexible approaches to resolve complex issues
• Demonstrates good commercial judgment and makes quick informed recommendations
• Demonstrated negotiation and relationship management skills
• Collaborative team builder and team player – able to adopt participate in different team formats and help build a culture of collaboration
• Experience in working with remote teams that are geographically separated
• Ability to work in a complex, quickly changing environment and to manage simultaneous projects while meeting deadlines
• Culturally sensitive.
• Self-motivated individual with strong interpersonal, communication, and organizational skills
• Expert users in Excel, Word and PowerPoint skills. Access skill desirable
• Responsible as the sales leader for Joint Venture and Star Alliance corporate sales relationships ensuring mutually successful programs,
• Participating in all relevant Joint Venture and Star Alliance councils, forums and committees
• Graduate studies a plus
• Demonstrate punctuality and dependability to support overall team success in a fast-paced environment.

Conditions of Employment:

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

Linguistic Requirements

Based on equal qualifications, 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 work environment which highlights employees’ unique contributions to our company’s success.

As an equal opportunity employer, we welcome applications from all to help us build a diverse workforce which reflects the diversity of our customers, and communities, in which we live and serve.

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