Job Description
Virgin Atlantic Cargo is a £300m business connecting retailers, manufacturers, and growers with their consumers worldwide. We are a ‘business within a business’ focused on contributing towards Virgin Atlantic’s overall revenue
Our Virgin Atlantic Cargo teams across the globe are the essential ingredient in separating us from the rest, building our reputation for excellence and best-in-class service delivery. While the airline industry has faced an extremely challenging 18 months, the Virgin Atlantic Cargo team (VAC) has delivered a record- breaking year flying key routes, seeking new opportunities, and helping our customers maintain their cargo flows. We’ve introduced new products to support our Pharma services, new short-haul routes for intra-European markets, and cabin-loading for vital PPE shipments.
As Cargo Caribbean Manager you’ll be responsible for Virgin Atlantic Cargo’s sales and operational delivery for the Caribbean. Ensuring operational excellence by developing and implementing processes and procedures that deliver the operational aspect of our product, whilst adhering to all regulatory standards in terms of safety, security and technical compliance. You’ll negotiate and agree contractual and commercial terms of all sub-contracted suppliers as well as ensuring adherence and accountability to their contractual obligations.
With responsibility for the retention and growth of profitable revenues from each customer within the assigned territory and / or customer portfolio, alongside selling all Virgin Atlantic Cargo products, on flights originating in the Caribbean.
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Your main responsibilities in this role include the following:
Duties and Responsibilities
Setting the commercial agenda you deliver the sales plan, leading customer interactions within the region negotiating both short-term and longer terms sales agreements.
Responsible for ensuring all aspects of our operational activity for the region adheres to the appropriate safety regulatory standards along with those mandated internally at Virgin Atlantic.
Create, deliver and maintain a culture of “operational excellence” among the supplier partners, to drive delivery of a differentiated operational product.
Responsible for the delivery of a technically compliant operation for the region.
Responsible for ensuring suppliers are customs compliant and held accountable for any failures to operate within the bounds of their respective regulatory authorities.
Visit assigned customers within the allocated territory in accordance with the call plan within the specified time scales and in line with agreed KPI.
Pre-plan visit objectives, with a view to obtaining new business, retaining existing business, improving profitability, ensuring customer satisfaction/loyalty or resolving customer problems.
Discuss with the customer, where appropriate, the following: incoming sales leads, new routes, high yield products, customer data (e.g.FAB records), previous visits, product and schedule changes, key VS contacts (e.g. Contact Centre, Coordinators), new sales opportunities, specific commodity traffic, customer’s business developments, service failures,
Maintain accurate and up to date account information and visit reports in Salesforce.com
Develop and execute account call plan in Salesforce.com
Where appropriate, communicate and delegate action points arising from customer visits to colleagues, supervisors or department heads. Clearly explain customer expectations in terms of deadlines and requirements.
Design and implement strong processes for the procurement and performance management of all 3rd party suppliers in the region, to ensure operational delivery to agreed standards and contractual requirements
Lead and direct the procurement process for operational contractual expenditure, in association with VAA Procurement.
Ensure effective processes are in place to verify and control all operational costs for the region.
Lead the drive for efficiencies and cost reductions within area of control and boundaries of regulatory compliance and product standards.
Ensure effective and streamlined processes in place for accurate invoicing and sign off with suppliers and VAA AP dept. for BAU and ad hoc arrangements.
Job Requirements
Background and technical experience in an operational area
Strong track record in budget control and senior stakeholder management
Excellent communication and interpersonal skills
Ability to engage, negotiate, motivate and influence across a range of levels and cultures
Naturally creative with the analytical ability and sound judgment to deal with challenging business issues
Someone who is confident in own judgment and capable of justifying it retrospectively
Selling the message – to market key points to an audience
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