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Overview:
We are a leading airfreight forwarding company with a global presence, seeking a Head of Sales to drive our growth in the Americas. Based in Los Angeles, Dallas, or Chicago, you will report directly to the VP Sales Americas and be responsible for developing and implementing sales strategies to expand our customer base.

Responsibilities:

• Develop and execute the sales strategy for the Americas region
• Build and maintain strong customer relationships
• Increase market share and expand global footprint
• Manage agent network, review and optimize as needed
• Drive cross-selling between regions
• Coach and mentor sales staff
• Set and achieve stretch targets for the sales function
• Monitor competitor landscape and provide analysis
• Engage in regional and overseas sales, including travel

Requirements:

• Minimum 10 years' experience in sales leadership, preferably in GSA, airline, or freight forwarding industries
• Degree level education
• Proven success in relationship development
• Good analytical and negotiation skills
• Excellent written and verbal communication skills
• On-the-road sales experience
• Proactive and forward-thinking mindset

Benefits:

• Competitive salary plus commission
• Generous car/transport allowance
• Excellent career growth potential
• Senior management role within the USA team

If you are interested in this role, please apply or email your resume through to Lindsay White at lindsaywhite@jivaro.com.au

As Head of Sales for a market leading air freight wholesaler, you will be responsible for developing, implementing and driving the sales strategy for the South Africa region, maintaining and growing the customer base. You will understand the needs of the customer and foster strong relationships internally and externally in order to gain market share for the region and help the business to expand its global footprint.

Key Responsibilities:

• Develop sales strategy for the region and possess the energy and drive to deliver upon the strategy for all AMI products
• Develop robust sales pipeline and review mechanisms in place to monitor sales, identifying profit opportunities and support from appointed agents
• Manage agent network for region; review, keep or replace agents
• Develop cross selling between the regions for AMI globally
• Maintaining business relationships to gain insightful advice and intelligence on market
• Coaching and mentoring of other sales staff including prospecting workshops, contract negotiations, closing techniques and efficiencies
• Engage in product marketing and support
• Understanding the current competitor landscape and providing analysis.
• Increase client base across all products
• Drive and engage in regional and overseas sales including travel where necessary
• Ensure the highest levels of customer service are being provided and manage any customer issues promptly
• Capacity to attract, recruit and manage tactical sales personnel  

Key Requirements:

• Proven senior sales executive with 10 years’ experience in a sales leadership position with a GSA and/or airline, preferably also freight forwarder industry experience
• Educated to degree level
• Self-motivated, disciplined and a proven success in relationship development
• Good analytical skills
• Good knowledge of transportation including Air Freight, Express
• Excellent communication skills both written & verbal
• Must have on-the-road sales experience with good negotiation skills
• Must be proactive & forward thinking with ability to drive change
• Displays a high level of customer service and maturity when dealing with customers
• Possess gravitas and have the ability to talk positively about our products and services
• Has motivational and inspirational presence  

Looking for an exciting new challenge?

If this sounds like you, and you’re looking for a new challenge and rewarding career, please contact lindsaywhite@jivaro.com.au

Our client Group heads up a group of two dozen wholly owned and inter-related aviation businesses. Originally formed in 1985, the Group now spans five continents. We offer a variety of sales and services to client airlines, as well as managing a fleet of freighter aircraft on a network of scheduled routes and charters throughout the world.
As the Sales Executive for the Mid-Atlantic area, you will be responsible for selling cargo space or services on our partner airlines and managed fleet. The position-holder will also develop ongoing, profitable relationships with customers, continually maintaining a professional and positive image of the company. Integrity, passion, and in-person sales visits are essential for this role.
 
KEY RELATIONSHIPS:   

• Principal contacts: Regional Sales Manager, Chief Executive Officer, other senior managers, external stakeholders 

PRINCIPAL ACCOUNTABILITIES:

• Service existing accounts to maintain and develop existing business;
• Liaison with support partners such as ground handling agencies and relevant governing and other types of authorities;
• Establish new accounts by planning and organizing a daily work schedule to contact potential exporters and other external stakeholders. Keep the Company informed of all potential business opportunities;
• Monitor the competition by gathering current marketplace information on pricing, products, new offers, delivery schedules, etc.;
• Recommend and drive changes in products, services and policy by evaluating results and competitive developments;
• Resolve customer complaints and feedback through investigation, developing solutions, preparing reports and making recommendations to management;
• Maintain professional and technical knowledge and competence through activities such as but not limited to participating in relevant industry-related professional societies, attending educational workshops and trade fairs, reviewing professional publications & establishing personal networks;
• Keep the regional office informed by submitting activity and results reports, such as fortnightly call reports, and entering sales reports on the Customer Relationship Management (CRM);
• Keep customer records and other relevant information on the Customer Relationship Management (CRM) up to date;
• Collaborate and keep in close contact with other managers in the USA and beyond as required to develop new business;
• Carry out other reasonable work-related requests as directed by the Line Manager.

 
REQUIRED SKILLS, EXPERIENCE AND COMPETENCIES:

• A proven Commercial background in aviation to deliver exceptional service levels.
• Good knowledge and proficiency in the Microsoft suite of products.
• Ability to perform basic calculations and mathematical figures.
• Influencing
• Ability to influence internal and external stakeholders & key decision-makers.
• Team Working and Communication
• Ability to work effectively as part of a team.
• Exceptional written and verbal communication.
• Excellent listening skills.
• Strong interpersonal and presentation skills.
• Experience in acting as the public face/representative of a company.
• Attention to Detail/Problem-Solving
• Outstanding analytical skills.
• Demonstrable effective prioritisation of tasks.
• Demonstrable problem-solving and solution-finding abilities.

• Integrity and Commitment
• Self-motivation and self-discipline to work individually.
• High energy and an engaging level of enthusiasm.
• Keen willingness for learning and self-development.
• Must possess a valid driver’s license.

 
OTHER INFORMATION:
Candidates must already have the legal right to live and work in the United States of America.
 
AN EQUAL OPPORTUNITIES EMPLOYER:
We aim to be an equal opportunities employer. We are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race or is disadvantaged by conditions or requirements which cannot be shown.

Our client Group heads up a group of two dozen wholly owned and inter-related aviation businesses. Originally formed in 1985, this Group now spans five continents. We offer a variety of sales and services to client airlines, as well as managing a fleet of freighter aircraft on a network of scheduled routes and charters throughout the world.
The Sales Manager, New York, is responsible for selling cargo space or services covering the US states of NY, CT, RI and MA. This individual will also develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. Integrity, passion, and in-person sales visits are essential for this role.

KEY RELATIONSHIPS:   

• Principal contacts: Regional Sales Manager, Chief Executive Officer, other senior managers, external stakeholders

PRINCIPAL ACCOUNTABILITIES:

• Supervise The Customer Service function in the JFK office as required;
• Assist regional managers in the day-to-day Management of the JFK office;
• Visit customers (a minimum of 40 monthly of which at least 10% should be new customers) distributing all carrier tariffs and service information, keeping management informed of all potential business opportunities;
• Promptly and efficiently provide quotations, rates and service details to customers;
• Keep a record of all customer visits and list brief details of the discussions and relevant information;
• Monitor the competition by gathering current marketplace information on pricing, products, new offers, delivery schedules, etc.;
• Keep colleagues and management informed by submitting activity and results reports, entering reports on the Customer Relationship Management (CRM);
• Keep customer records for the region and other relevant information on the Customer Relationship Management (CRM) up to date;
• Resolve customer complaints and feedback through investigation, developing solutions, preparing reports and making recommendations to management;
• Attend business & networking events, functions, trade fairs and other such meetings;
• Assist the Company with all reasonable requests in the conduct of the company’s business such as obtaining cargo documents or delivering documents, collecting checks etc.
• Attend weekly conference calls if required
• Keep up to date on all procedures by reviewing the Share Point database
• Carry out other reasonable work-related requests as directed by the Line Manager.

REQUIRED SKILLS, EXPERIENCE AND COMPETENCIES:

• A proven Commercial background in aviation to deliver exceptional service levels.
• Good knowledge and proficiency in the Microsoft suite of products.
• Ability to perform basic calculations and mathematical figures.
• Influencing & Leadership
• Effectively motivate and manage team at all times
• Ability to influence internal and external stakeholders & key decision-makers.
• Team Working and Communication
• Ability to work effectively as part of a team.
• Exceptional written and verbal communication.
• Excellent listening skills.
• Strong interpersonal and presentation skills.
• Experience in acting as the public face/representative of a company.
• Attention to Detail/Problem-Solving
• Outstanding analytical skills.
• Demonstrable effective prioritisation of tasks.
• Demonstrable problem-solving and solution-finding abilities.
• Integrity and Commitment
• A high level of integrity and work ethic
• Self-motivation and self-discipline to work individually.
• High energy and an engaging level of enthusiasm.
• Keen willingness for learning and self-development.
• Must possess a valid driver’s license.

OTHER INFORMATION:
Candidates must already have the legal right to live and work in the United States of America.
 
AN EQUAL OPPORTUNITIES EMPLOYER:
We aim to be an equal opportunities employer. We are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race or is disadvantaged by condi

Join our market-leading air freight wholesaler as the VP Europe, based in Amsterdam or Frankfurt. Reporting to the CEO, you will drive the performance and results of the European region, ensuring exceptional customer service and business development.

Key Responsibilities:

• Set and achieve budgets
• Grow profitable business in defined areas
• Control costs and drive team performance
• Ensure security and safety
• Lead change initiatives and focus on culture
• Conduct customer sales visits and develop business
• Monitor competitor activity and opportunities
• Manage relationships with partners and oversee regional operations

Key Requirements:

• Minimum 10 years' airfreight/airline experience
• Strong safety focus
• Effective sales strategy and customer relations
• Deep market and competitor knowledge
• Proven leadership ability
• Senior level global experience
• Strong network and gravitas

Looking for an exciting new challenge?

If this sounds like you, and you’re looking for a new challenge and rewarding career, please contact Lindsay White at lindsaywhite@jivaro.com.au