Sr Manager, Cargo Sales US

Intro

Are you ready to explore a world of possibilities, both at work and during your time off? Join our American Airlines family, and you’ll travel the world, grow your expertise and become the best version of you. As you embark on a new journey, you’ll tackle challenges with flexibility and grace, learning new skills and advancing your career while having the time of your life. Feel free to enrich both your personal and work life and hop on board!

Why you'll love this job

• This job is a member of the Cargo Sales leadership team within the Cargo Division.

• Leading the Cargo, Small Parcel Logistics team, to ensure maximum profitability, productivity, and revenue in line with company objectives.
• As the driving force behind generating new sales leads and revenue, the Senior Manager, will lead a small team who will focus on establishing new strategic business relationships with mid and senior-level executives in non-client organizations in the e-commerce / small parcel logistics vertical.
• This role overshadows the entire sales cycle, from generating new business and presenting solutions to negotiating and closing contracts. The team will call on large retail/e-commerce companies that exist, to provide first mile, air and last mile, transportations solutions.
• Success in this role relies on being resilient and having the ability to quickly develop strategic relationships with clients to match their goals to the company’s solutions.
• This role is ideal for a logistics professional who has scaled the ladder at a major carrier and then pivoted to thrive in a scrappier, entrepreneurial environment. They bring enterprise credibility and startup grit—a combination that will accelerate adoption of next-gen delivery solutions. 

What you'll do

As noted above, this list is intended to reflect the current job but there may be additional essential functions (and certainly non-essential job functions) that are not referenced.  Management will modify the job or require other tasks be performed whenever it is deemed appropriate to do so, observing, of course, any legal obligations including any collective bargaining obligations.

• To drive the Small Parcel Logistics revenue planning process with accountability for resulting key performance objectives.
• To develop and implement strategies to generate new revenue streams, and mine new customer relationships by overseeing broad commercial agreements as well as tactical incentive deals with customers where appropriate in the small parcel logistics segment.
• To ensure that market /key data sources and business tools are used  by the team to capture opportunities and trends.
• To drive efficient and profitable use of capacity and resources throughout the division while collaborating with HDQ and Field teams
• To directly interface with the senior management of large, multinational e-tailers, distributors, Retailers, and other companies that ship small, high-volume shipments.
• Participate in design of accessorial fees, last-mile challenges, time-in-transit optimization, and carrier rate structures. 

• Position externally and internally, new disruptive logistics solutions to shippers, brands, or 3PLs. 

• Managing complexities from managing geographically diverse relationships, changing demand patterns and volatile competitive pricing within a known customer base and seasonally predictable capacity.
• Navigate large enterprise processes while delivering measurable outcomes in parcel logistics performance and customer satisfaction. 
• Develop deep understanding of the pain points faced by shippers, especially in the small parcel, e-commerce, and retail sectors. 
• To participate in the Cargo Sales leadership meetings and present to senior leadership.
• To attract, hire, train, develop and manage the performance of people, coaching, counseling, and communicating the business needs to ensure the sales team is fully effective.
• To undertake appropriate training as agreed with their manager and to take responsibility for self-development.

All you'll need for success

Minimum Qualifications- Education & Prior Job Experience

• Bachelor’s degree in business, Supply Chain, Logistics, or related field; MBA or equivalent experience a plus. 

• 7+ years of experience in Sales, Cargo, or a similar commercial role at a leading logistics enterprise such as an integrator, with direct experience in small parcel shipping, including operations, account management, or sales. 

Preferred Qualifications- Education & Prior Job Experience

• Master’s degree in business, Finance or Analytics
• 3–5 years’ additional experience at a high-growth logistics or supply chain startup (preferably small parcel-focused). 
• Experience in a dynamic, resource-constrained environment where adaptability, innovation, and cross-functional collaboration were key to success. 
• Exposure to modern technology stacks used in logistics such as TMS, API integrations, or cloud-based parcel tracking systems. 

Skills, Licenses & Certifications

• Strong interpersonal and communication skills, with a proven track record of achieving results through collaborative efforts.
• Creative problem solver with a bias for action; can work around legacy constraints and find solutions others overlook. 
• Ability to effectively prioritize competing tasks to achieve optimal outcomes.
• Willingness to tackle complex problems with minimal supervision.

What you'll get

Feel free to take advantage of all that American Airlines has to offer: 

• Travel Perks: Ready to explore the world? You, your family and your friends can reach 365 destinations on more than 6,800 daily flights across our global network.
• Health Benefits: On day one, you’ll have access to your health, dental, prescription and vision benefits to help you stay well. And that’s just the start, we also offer virtual doctor visits, flexible spending accounts and more. 
• Wellness Programs: We want you to be the best version of yourself – that’s why our wellness programs provide you with all the right tools, resources and support you need.
• 401(k) Program: Available upon hire and, depending on the workgroup, employer contributions to your 401(k) program are available after one year.
• Additional Benefits: Other great benefits include our Employee Assistance Program, pet insurance and discounts on hotels, cars, cruises and more

Feel free to be yourself at American

From the team members we hire to the customers we serve, inclusion and diversity are the foundation of the dynamic workforce at American Airlines. Our 20+ Employee Business Resource Groups are focused on connecting our team members to our customers, suppliers, communities and shareholders, helping team members reach their full potential and creating an inclusive work environment to meet and exceed the needs of our diverse world.

Are you ready to feel a tremendous sense of pride and satisfaction as you do your part to keep the largest airline in the world running smoothly as we care for people on life’s journey? Feel free to be yourself at American.