IAG Cargo Sales Negotiation Executive

  • Salary:
    £27- £30,000
  • Careers Site Category:
    Professional Services and Business Support
  • Location:
    IAG Cargo, London
  • Working Pattern:
    Permanent Full Time
  • Closing Date:
    1 May 2017

Purpose of the Role

The main focus of the Sales negotiation executive is effective sales negotiation both at customer premises and on the Sales Negotiation desk at Carrus.  For long periods of time the job holder will work off site, working without immediate supervision and making key independent commercial decisions on behalf of IAG Cargo.


It is fundamental to the role that each individual can work effectively in a pressurised external environment with the main aim to secure the best deal possible for IAG Cargo. This can be an extremely challenging task because customers are looking to drive down the price in order to maximise their profit margins.


Building strong working relationships with customers at various levels within each organisation is also a vital component.


Targeting primarily adhoc business, the Sales executive will negotiate on price to secure additional revenue, making sure each booking meets/exceeds IAG Cargo profitability target.


The Pulse data base provides a key support tool for the Sales Negotiation executive and is the responsibility of the exec to ensure Pulse is regularly updated, particularly for quotes, business gained, opportunities and sales call discussions.


Driving sales conformance, maximising capacity utilisation and developing new lanes of business are other key areas of responsibility.

Key Accountabilities

  • Provide a personal sales service to major customers based at the customer premises.

  • Proactive approach to customer call outs when working on the Sales Negotiation Desk and when based at customer premises.

  • In the absence of the Sales Negotiation Manager, a Sales Negotiation exec will be asked to deputise. This will entail managing the team, allocating tasks, covering UK sales meetings and acting as the escalation point for issues.

  • In the absence of an Account Manager, a Sales Negotiation Exec will be the main point of contact for the customer. This will entail, key decision making, escalation point for issues and attending customer meetings.

  • Maintain strong customer relationships when working onsite in Carrus.

  • Develop a good understanding of IAG Cargo systems, Optima and COPS, including the filling of rates. 

  • Effective negotiation of rates, maximum utilisation of specific allotments and gaining access to capacity to secure an increase in customer market share.

  • Management of the out of tolerance, spot rejection queue within the defined guidelines, which will include the renegotiation of rates which have fallen outside pre-set parameters.

  • Sound knowledge of customer preferential rates as filled in the COPS pricing data base, in order to understand the level of discounting.

  • To manage all UK Contact Centre rerouted calls where hurdle rates have not been met and booking has been rejected.

  • Identify new business through effective dialogue with customers at transactional level

  • Develop pipe line reports for new business opportunities and record in Pulse. Provide business with progress updates on each new opportunity.

  • Carry out an agreed number of Monthly sales calls per month. Schedule meetings in Pulse and record meeting notes in Pulse.

  • The effective use of Pulse to follow up promptly on pending and live quotes. When on the sales negotiation desk, this will involve following up on quotes recorded by other sales colleagues.

  • Work largely on own initiative in negotiating deals with agents and maximising selling available capacity.

  • Confident in managing customer challenges without having direct support from IAG cargo management.

Close map
IAG Cargo, London
New Business Centre - Cargo, Sealand Road, Hounslow, Middlesex, United Kingdom, TW6 3FD

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