Specialist, Cargo Sales and Market Development

How You'll Help Us Keep Climbing (Overview & Key Responsibilities) The Specialist, Cargo Sales and Market Development, is a key member of Delta Cargo’s commercial organization, connecting market opportunities with customer strategies to support profitable revenue growth, optimizing Delta Cargo’s $1B+ revenue worldwide. Using both a market perspective across customers and a customer perspective across markets, this role identifies where Delta Cargo can grow, develops analytical recommendations for customer offers, and helps measure and steer commercial performance across Delta’s global network. As an analytical and strategic partner, this role collaborates with Field Sales, Pricing & Revenue Management, Network Planning, Operations, and our joint venture partners to achieve shared objectives. This position reports to the Manager, Cargo Sales and Market Development and is based at Delta Cargo’s HQ in Atlanta. Lead cross functionally with local and global stakeholders to execute strategies developed and perform performance managementCoordinate actions and strategies to develop Delta Cargo’s markets across the organization, including with Sales, RM, Network, Sales Development, Operations, and JV Partners; identify market performance drivers and opportunities to improve Cargo revenueLead end-to-end commercial analysis of customer proposals and coordinate RFP responses, translating customer requirements into competitive, financially sound, and operationally executable offers that drive incremental value to our customers and DeltaLead Cargo commercial performance management for a region of our business, executing key elements of Cargo’s performance management cycle including weekly trends, monthly Origin Performance Reviews (OPRs), quarterly JV Performance Reviews and annual Business Review Meetings (BRMs)With continuous improvement mindset, develop our capability to effectively and efficiently provide offers and solutions to our customers and enhance our analytical capabilitiesLead internal bid-strategy stakeholder review meetings, clearly articulating the rationale behind proposed pricing, capacity commitments, lane participation, and other termsIdentify barriers to commercial growth and lead cross-functional efforts to address, track, and resolve themDeliver seasonal flight steering and strategy development for 30+ seasonal lanes, including goal setting and lane performance optimization post-launch; leverage new technology to expand our flight steering coverageProactively analyze market dynamics, formulate initiatives and strategies that maximize revenues in assigned market scopeEnable incremental value from our joint ventures with partner airlines via market development, commercial steering and performance managementAugment quantitative data with qualitative data to assess and value Delta’s opportunities by market, customer, channel, and productEnsure the completeness, accuracy, and commercial integrity of customer proposals What You Need To Succeed (Minimum Qualifications) Is at least 18 years of age and has authorization to work in the United States.Possesses a high school diploma, GED, or high school equivalency.Embraces diverse people, thinking, and styles.Consistently prioritizes safety and security of self, others, and personal data.Minimum 3 years of related work experienceWorking knowledge of Tableau, Power BI, Hyperion or similar business intelligence toolsBachelor's degree or equivalent work experience requiredHighly proficient PC skills including advanced level knowledge of Microsoft Excel, Word and PowerPointMust be performing satisfactorily in current positionPrevious air cargo industry experience, including experience working with industry datasets (such as WACD and CASS)Must be solution-oriented, multi-task capable and have demonstrated the ability to work well with others in a fast-paced, time-sensitive environmentDemonstrated innovation mindset, including the ability to create new tools, process, and approaches rather than relying exclusively on existing templatesPossess superior financial and analytical skills, sound organizational and planning skills and a proven ability to prioritize and make sound business decisionsExcellent interpersonal and collaboration skills; strong ability to seek input from and understand concerns of other stakeholders, including Field Sales, RM, Network, Operations, and Delta’s customersDemonstrates initiative, business curiosity and self-directs workExcellent verbal and written communication skills, ability to produce leader-ready documents and presentations with limited directionWorking knowledge of SQL, including the ability to retrieve, combine, validate, and analyze data from multiple sources What Will Give You a Competitive Edge (Preferred Qualifications) Significant project management ability and experienceDemonstrated experience working across airline joint ventures to enable incremental valueMaster’s degree: MBA or other master’s degree that enables greater analytical and business management abilityAdvanced ability with business modeling and related tooling, artificial intelligence, systems thinking, data analytics and data visualization tools including Tableau, Power BI, and SASExperience supporting complex customer bids, proposals, RFPs, or commercial negotiationsExperience developing commercial tools, automated workflows, or scalable analytical processes