Manager, Cargo GSA Programs

How you'll help us Keep Climbing (overview & key responsibilities)

The Manager, Cargo GSAs, is responsible for overseeing and managing all global Cargo General Sales Agent (GSA) activities. This includes, but is not limited to, administering all GSA contracts, leading and executing end-to-end GSA tender processes, and collaborating with Regional Heads to develop and drive sales targets and strategies.

The role is also responsible for producing monthly and annual performance reports, partnering with internal divisions to implement best practices, and identifying opportunities to enhance processes with a strong focus on efficiency and consistency

The Manager, Cargo GSAs, reporting to GM, Global Partnerships, provides comprehensive support to regional sales teams in the day-to-day management of GSA activities and global performance reporting. The role includes supporting regional meetings and ensuring alignment across markets.

The Manager works closely with the internal Legal department on all aspects of contract execution and renewals, ensuring compliance and timely processing. In addition, the role partners with Finance teams to develop and maintain efficient, accurate processes covering all financial aspects of GSA relationships, including payments, collections, and audit oversight.

This position also collaborates with Marketing to support GSA-related customer events, ensuring consistent brand representation and alignment with corporate standards.

Summary of responsibilities (not comprehensive of all tasks):

Administer, manage and Maintain all Cargo GSA contracts. Including leading all GSA tender proposals end-to-end from initiation to final award.

Provide ongoing support to region sales team by developing and delivering monthly and annual performance reports driving accountability and performance across all regions.

Actively support and participate in regional meetings, delivering insights and recommendations on GSA performance, trends, and growth opportunities.

Serve as a central point of coordination between GSAs and internal stakeholders globally, ensuring effective communication, alignment, and collaboration across all regions.

Partner with Finance teams to develop and maintain efficient, accurate processes for payments, collections, auditing and financial reporting related to GSAs activities.

Collaborate with the passenger GSA commercial team to align the best practices ensuring consistency across the brand on objectives, execution, and deliverables.

Work closely with Legal teams to manage contract drafting, execution, and compliance ensuring all contractual obligations and risk considerations are properly addressed

Partner with Marketing teams to ensure brand consistency and effective execution of GSA-led customer events

What you need to succeed (minimum qualifications)

Minimum of 3+ years of cargo sales and account management experience is required.

The successful candidate will possess: a results-oriented, proven track record of managing global or regional clients in the air freight industry or other B2B verticals

The ability to plan and implement sales strategies and initiatives aligned with Cargo Division goals and objectives and in alignment with fellow Global and Strategic Accounts team members.

Strong orientation towards consultative account management and the understanding of how to create and maintain profitable business relationships with top assigned cargo accounts.

A demonstrated track record of managing revenue-generating projects with measurable goals.

Must possess analytical thinking, strong negotiation skills, and solid decision-making abilities.

A desire to continually develop negotiation and analytical skills, as well as the ability to produce action plans based on data and market intelligence.

Must be able to balance multiple competing priorities in a demanding, fast-paced environment, be comfortable in front of senior level executives and have exceptional presentation, oral and written skills.

Must have relationship building abilities, be customer-focused and have good planning and organizational multi-tasking abilities while working independently.

Strong professional demeanor, be able to work under pressure, meet short deadlines, balance multiple and rapidly shifting priorities with little direct supervision.

In-depth cargo industry knowledge

Proficiency with Microsoft Office products

Must possess a current passport and have the ability and flexibility to travel and represent Delta Cargo at account, JV, and internal meetings as well as industry functions both domestically and internationally.

Able to travel 50% of the time needed depending upon location / account assignments

Must be performing satisfactorily in current position.

Additionally, candidate must demonstrate leadership capabilities amongst field sales and can disseminate information professionally in alignment with Delta core values

• Consistently prioritizes safety and security of self, others, and personal data
• Embraces diverse people, thinking, and styles
• Possesses a high school diploma, GED, or high school equivalency
• Is at least 18 years of age and has authorization to work in the United States

What will give you a competitive edge (preferred qualifications)

• +5 years of cargo/cargo sales experience
• Bachelor’s Degree
• Experience being self-reliant for data needs using Tableau and other tools
• Salesforce.com experience highly desired