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Job Description

Responsibilities

• Own the implementation of the local sales plan and agreed commercial targets, with focus on revenue, contribution, yield, tonnage, customer development and profitable growth. Manage and develop relationships with freight forwarders, GSAs and key customers; establish structured account plans, retention initiatives, customer segmentation and Share of Wallet development where data allows. Build a proactive new business pipeline through market mapping, prospecting, reactivation of inactive accounts and identification of opportunities across relevant trade lanes and customer segments. Monitor competitors, market developments and changing customer requirements; translate insights into specific commercial actions and recommendations. Lead a defined sales improvement programme, including assessment of current practices, identification of gaps, prioritisation of changes and delivery of agreed milestones. Implement consistent sales management routines covering pipeline and opportunity reviews, customer planning, commercial forecasting, performance reviews and follow-up of agreed actions. Set clear individual objectives, coach and develop team members, strengthen consultative selling and negotiation capabilities, and promote ownership, collaboration and performance accountability. Embed Group wide commercial processes and best practices, ensuring that the  TLV team works consistently within the agreed commercial management framework. Use available BI and commercial data to identify trends and opportunities in customer activity, route performance, revenue, yield, capacity, conversion and sales productivity; convert insights into decisions and actions. Drive the disciplined use of Group CMS and reporting tools, including accurate customer and opportunity records, pipeline visibility, forecast quality and data completeness. Identify and champion practical AI, automation and digital tool use cases that improve customer intelligence, prospecting, analysis, reporting or sales productivity, in cooperation with IT and relevant Group teams. Provide structured feedback on information and system requirements, and support user adoption and measurable business benefits rather than independently developing technology solutions. Develop actionable commercial plans and qualified opportunities in the strategic cargo verticals prioritised by the Group, using relevant sector expertise and operational capabilities. Identify and promote Integrated Services and end to end logistics opportunities, working with the relevant Group functions to develop commercially viable customer solutions. Engage freight forwarders and, where appropriate, shippers and beneficial cargo owners to understand end customer needs and create demand, in line with Group channel and account management policies. Work closely with Revenue Management, Pricing and Network Planning to align sales activity, demand forecasts, capacity, cargo mix and profitability; negotiate within approved commercial and pricing frameworks. Coordinate export and import sales activity with origin and destination markets, particularly Europe-Israel flows, to ensure transparent ownership, aligned account plans and effective opportunity handovers. Partner with the TLV Station Manager, Ground Operations, Customer Service and Marketing to ensure commercially sound solutions, reliable service delivery and coordinated customer development.

Education

BA or equivalent degree in relevant subject

Experience

• Significant B2B sales experience, typically seven or more years, within air cargo, freight forwarding, logistics or a comparable complex commercial environment, including proven people leadership. Demonstrated ability to improve or transform sales practices, introduce structured management routines and deliver measurable commercial results. Strong commercial and financial judgement, including understanding of customer economics, pricing, yield and profitable growth. Confident practical user of BI, CRM/CMS, digital sales tools and data analysis; curiosity and sound judgement in applying AI and automation. Proactive business development mindset, with experience growing strategic accounts, penetrating new segments and developing complex customer solutions. Effective change leader and coach: hands-on, structured, persistent and able to influence across functions without direct authority. Excellent negotiation, communication and stakeholder-management skills; strong English and Hebrew communication skills.