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Principal - Cargo Sales Strategy

3 months ago

Chicago, United States United Airlines Full time
Description

There’s never been a more exciting time to join United Airlines. We’re on a path towards becoming the best airline in the history of aviation. Our shared purpose – Connecting People, Uniting the World – is about more than getting people from one place to another. It also means that as a global company that operates in hundreds of locations around the world with millions of customers and tens of thousands of employees, we have a unique responsibility to uplift and provide opportunities in the places where we work, live and fly, and we can only do that with a truly diverse and inclusive workforce. And we’re growing – in the years ahead, we’ll hire tens of thousands of people across every area of the airline. Our careers include a competitive benefits package aimed at keeping you happy, healthy and well-traveled. From employee-run "Business Resource Group" communities to world-class benefits like parental leave, 401k and privileges like space available travel, United is truly a one-of-a-kind place to work. Are you ready to travel the world?

We’re not just in the business of transporting people. We’re also in the business of moving cargo. As a major provider of air freight services, our Cargo team transports everyday electronics and automotive parts, to perishable goods, life-saving organs, vaccines and even baby formula. And in turn, we help keep businesses, communities, and global economies running. With so many career options – from Marketing to Finance, Logistics to Data Analytics, and more – you can build a career within a career and gain exposure to so many areas of our airline’s important role in the global supply chain. Join our team and watch your uniquely United career journey unfold.

Job Overview:

The Principal Analyst is a key member of a team that oversees the global strategy, account planning, pricing strategies and tools for United’s top cargo customers. This position serves as a critical liaison between strategy, sales, and revenue management within United Cargo, providing essential analytics and strategic support to enhance global account management and decision-making. This role demands a proactive and insightful professional capable of managing sophisticated data systems, overseeing global bid processes, and supporting critical initiatives through in-depth analysis and reporting.

This individual will work closely with regional and global teams to ensure alignment across all regions with the division’s strategic, revenue, tonnage, contribution, and share goals. This role will also be responsible for creating and distributing targeted internal and customer facing performance reports.

Key Responsibilities: Global Bid Management
  • Oversee and streamline the process for global bids ensuring flawless communication and integration across regional teams and Strategic Partner managers.
  • Responsible for analyzing the lanes, soliciting feedback on lanes and capacity, inputting bid offers into the forwarders bid platform, communicating and tracking results as well as providing the rates for upload into Cargo revenue management systems.
  • Support Regional Strategic Partner and Key Account managers with regional bids by providing benchmark pricing, historical bid inputs and awards to increase our win ratio for regional bid awards.
  • Develop accurate, impactful reports to supervise award compliance for all bid types.
  • Maintain and continually improve a comprehensive database of all quotations and contractual awards, safeguarding data integrity and facilitating easy access and analysis.
  • Develop a United Cargo tool to automate bid management.
Strategic Insight and Support
  • Lead the negotiation, modeling, tracking, and management of Global Incentive Agreements (GIAs) and
  • provide robust support to the Managing Director and Regional Strategic Partner Managers in implementing these agreements.
  • Maintain, validate and update a centralized database of account branches for all accounts with a GIA; develop a system that ensures account branches align with account HQs in all United systems
  • Craft and distribute detailed monthly strategic account reports, integrating feedback from across regions and with input from Regional Strategic Partner Managers to provide a cohesive view of account performance, specialized strategies and their outcomes.
  • Perform in-depth strategic portfolio analyses to detect market trends, assess global performance balances, and identify strategic opportunities that could influence global routes, pricing and capacity offers
  • Provide trend reporting and actionable recommendations in support of monthly regional sales meetings led by Regional Strategic Partners working with Regional Sales leaders
Analytics and Forecasting
  • Develop and refine forecasting models for the Strategic Incentive Program (SIP), targeting monthly and quarterly objectives to align with strategic accounts' performance.
  • Monitor weekly account performance to provide real-time inputs to drive tonnage and revenue.
  • Collaborate with IT and system managers, such as the Salesforce manager, to develop and enhance customer-facing reports that provide clear, actionable insights into account performance and market dynamics.
  • Engage with network team, contributing vital data-driven insights to guide route planning and strategic decisions that impact the global cargo network.
Project Coordination and Leadership
  • Coordinate and manage ad hoc projects and tasks, such as set up of special cargo ferries / freight only flights, charters with other carriers to provide route coverage for suspended UA routes, etc.
  • Update and enhance presentation materials in collaboration with the Managing Director, ensuring all essential communications are accurate, impactful, evolutionary, and aligned with current business goals. Improve and expand performance reporting within the presentations to drive desired behaviors that grow the relationship and key metrics.
Please note: This is a Chicago-based, hybrid role Qualifications

United values diverse experiences, perspectives, and we encourage everyone who meets the minimum qualifications to apply. While having the “desired” qualifications make for a stronger candidate, we encourage applicants who may not feel they check ALL of those boxes We are always looking for individuals who will bring something new to the table

What’s needed to succeed (Minimum Qualifications):
  • Bachelor's or 4 years of relevant work experience
  • Bachelor’s degree in business or economics or other quantitative fields.
  • Minimum 3 to 5 years professional business experience or equivalent educational background;
  • Experience working cross functionally, preferably with sales, operations, and finance teams.
  • Experience with quantitative reporting or analysis.
  • Forecasting, modeling and quantitative analysis, strong communication skills, with close attention to detail.
What will help you propel from the pack (Preferred Qualifications):
  • Master's degree
  • Statistical analysis, AI
  • Airline experience, Cargo or freight forwarding experience, international business experience, transportation experience, commercial or financial decision making.

United Airlines is an equal opportunity employer. United Airlines recruits, employs, trains, compensates and promotes regardless of race, religion, color, national origin, gender identity, sexual orientation, physical ability, age, veteran status and other protected status as required by applicable law. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions. Please contact JobAccommodations@united.com to request accommodation.


Equal Opportunity Employer - Minorities/Women/Veterans/Disabled/LGBT