Título:  DELEGADO COMERCIAL MÉJICO

Nuestra compañía

Somos la mayor aerolínea española y líder entre Europa y América Latina; pertenecemos al grupo aéreo IAG y formamos parte de la alianza oneworld. Nuestro objetivo es ser siempre la mejor opción para viajar para nuestros clientes y que sientan que para nosotros lo más importante es su seguridad y la calidad y experiencia de su viaje. Además de aerolínea, tenemos otros dos negocios complementarios: el mantenimiento de aviones y la carga aérea, y en todos ellos, trabajamos con clientes.

En Iberia valoramos que nuestros profesionales sean un ejemplo de comportamientos para los clientes, pero también dentro del equipo. Esperamos que todas las personas que se incorporen sean un ejemplo de estos.

Reto profesional

Be responsible for managing and overseeing all Iberia activities in geographic area of scope. You will be the principal representative of Iberia in the country both internal and externally, designing commercial plans to meet revenue targets, develop relationships with customers, corporate partners and evaluate optimal balance costs and opportunities for products and services offered as well with external authorities.

Ensure Iberia occupies the position desired across all its areas, internally and externally focusing in four main areas:

1. Strategic Development: Participate in the design of the strategic plan for IB/BA as well as its execution to achieve revenue, customer satisfaction and coordination with Production areas to achieve operational targets.
2. Customer relationship: Expand customer base and maintain strong customer relationships, while providing feedback in customer experience design. Ensure the delivery of customer experience as designed, coordinating with customer and operations all the right actions.
3. Transversal coordination: Participate in transversal projects related to sales, customer experience, operations and corporate functions and ensure their implementation in the specific geography or segment, in coordination with different internal and external stakeholders.
4. Leadership and People Development: Develop, lead, and motivate a high-performance team that delivers results while fostering a culture of excellence, collaboration, and continuous improvement.
5. Political Relationship Management: Represent IB/BA with authorities as well as local and Spanish / European institutions (exc. Airport authorities and operational institutions).

Funciones del puesto

Commercial Development:

• Own and hit/exceed commercial targets within assigned territory, segments, and accounts.
• Develop and execute strategic plan to achieve sales/revenue targets and expand our customer base and ensure an exceptional customer experience.
• Build and maintain long-lasting, strong relationships with B2B customers while partnering with them to better understand their business objectives and needs to find new revenue opportunities and grow customer loyalty.
• Effectively communicate the value proposition to customers through the development of proposals and presentations to increase revenues and loyalty and ensure an exceptional customer experience.
• Understand and analyze customer segments and trends. Identify and follow up on new business opportunities.
• Evaluate available information and data to identify risks and opportunities and performance drivers to achieve revenue targets. Establish action plans based on those conclusions and bring up efficiently the market information to the relevant central teams.
• Lead weekly business cycle in the assigned territory.

Production / Customer:

• Coordinate and maintain open and efficient communication with Ground Operations & Customer to supports the growth and success of the business.
• Provide feedback to customer experience and ensure that the implementation of actions is seamless in the market.
• Build and maintain a strong relationship with our local loyalty partners.
• Coordinate with ground ops and customer that outsourced parties are involved in the different trainings and involved in customer experience processes.
   

Leadership and People Development:

• Accompany and boost the cultural transformation of the country’s team:

• Motivate, train, and coach all team-members to support their personal and professional development objectives and ensure these are aligned with team and company goals.
• Develop up-skilling plans to ensure all team-members have the same level of skills.
• Evaluate performance and provide continuous feedback, support, and guidance to all directly supervised team members to ensure objectives are met.
• Create an environment of open communication to foster trust and teamwork both with its direct team and with other areas in the country (production, airports, maintenance, etc.)
• Facilitate internal communications in the country and create sense of belonging within all teams.

Corporate affairs management:

• Responsibilities as Power of Attorney in the Market:
  • Represents IB/BA in front of government agencies.
  • To participate in legal processes if needed
  • Being the contact of legal advisor for all legal matters, coordinated with legal and HR.
  • Oversees company assets.
  • Responsible for all IB/BA payments (payroll, vendors, reimbursements, checks, etc.)
  • Responsible for signing contracts.
• Own the relationship with government, cultural, Industry entities (exc. Airport authorities and operational institutions.)
• Coordinate with HR business partners the participation in those HR functions related to its country (i.e. but not limited to, union negotiations, workers representations, institutional representation, labor lawyers, etc.)
• Spokesman of the company in front of media (radio, TV, press, etc.)

Requisitos fundamentales para el puesto

• Bachelor’s degree in Economics, Business Administration, Marketing, Engineering or similar
• Master’s degree in business administration, finance, airline management, etc. (preferred)
• C level English (required), Spanish (required) and Portuguese (preferred)
• At least 10 years of experience in management Roles, including sales related fields, revenue management, network planning, commercial or similar areas.
• At least 5 years of team management experience

Características personales y de gestión

We are One

• Develop strong relationships with team-members to establish and achieve their professional and individual development objectives
• Demonstrate willingness to create diverse with inclusive attitude towards the differences adapting own style to others.
• Big commitment with collaboration, need to work closely with other departments such as revenue management, network, customer experience, operations, etc to achieve company-wide goals.

We Keep it simple and efficient

• Strategic thinker, able to develop and implement a long-term strategy for the country.
• Business acumen, be able to analyse financial and operational data to make informed decisions that optimize revenue and profitability
• Proficiency managing senior level stakeholders and high-impact and complex projects
• Ability to manage multiple priorities and changing demands in a high-pressure environment

We reinvent our tomorrow

• Self-starter, with can-do attitude, innovative approach to problem-solving and decision making.

We connect with our clients

• Customer focus have a deep understanding of B2C and B2B customer needs and be able to communicate them in a timely manner and work in coordination with different areas to develop solutions to enhance their experience.
• Cultural awareness; a strong understanding of cultural nuances in the Latin American region, as this will be essential to building strong relationships with customers and employees.
• Proven record of strong negotiation, relationship management and communication skills

Se valorará

• International Experience highly valuable
• Remote Team Management Experience
• Experience in P&L management

El talento en Iberia

Valoramos que nuestros profesionales sean un ejemplo de comportamientos para los clientes, pero también dentro del equipo. Esperamos que todas las personas que se incorporen sean un ejemplo de estos.

• Somos uno y diversos: Trabajas de manera coordinada, abierta y colaborativa persiguiendo un objetivo común en un entorno diverso e inclusivo.
• Ponemos alma y pasión: Haces que las cosas pasen implicándote al máximo en todo lo que haces.
• Reinventamos el mañana: Buscas ideas nuevas y distintas para solucionar los problemas.
• Conectamos con nuestros clientes y compañeros: Siempre quieres ir un paso más allá de lo que esperan y con una sonrisa y un trato agradable.
• Lo hacemos sencillo y eficiente: Ponemos foco en lo importante, analizando las situaciones y eliminando aquello que no aporta valor
• Llevamos la seguridad en ADN: Trabajamos poniendo la atención y el cuidado del primer día: en cada operación en tierra, en cada vuelo. Conocemos los procesos y los aplicamos con rigor.

Nuestro compromiso con la Diversidad, Equidad e Inclusión

En Iberia somos uno y diversos. Somos un fiel reflejo de la sociedad actual y tenemos equipos con perfiles muy diversos que nos enriquecen para ser más creativos e innovadores.

Estamos totalmente comprometidos en dar las mismas oportunidades profesionales a todas las personas Para ello, todas las decisiones de los procesos de selección están basadas en las competencias, habilidades y conocimientos de la persona que aplica y que son necesarios para el rol. Trabajamos para que en todos nuestros procesos de selección haya representación de la diferencia que nos hace tan fuertes.