Overview Are you ready to take flight in a dynamic and fast-paced aviation industry? As a global leader in aviation services, Swissport provides Ground Handling, Cargo Handling, and Passenger Services to over 300 million passengers annually. Our mission is simple – “To provide the aviation industry with consistent and tailor-made solutions around the globe, for a better customer experience.” We believe that our people are what differentiates us from our competition. At Swissport, we are driven by our core values of Show You Care, Do the Right Things and Win as a Team, and we are currently seeking dedicated individuals, who align with these values, to join our team at various locations across the globe. Job Summary Based in Canada, this role reports directly to the Chief Commercial Officer – North America and is dedicated to securing and retaining Ground Handling and Fueling contracts at airports within Canada, from carriers based globally. Accelerate New Business Growth: Drive new customer acquisition and expand wallet share with existing accounts across Swissport’s airport network. Secure contracts for services at additional airport locations. Achieve and Exceed Sales Targets: Consistently meet or surpass quarterly and annual goals for new business acquisition, customer renewals, and contract price increase implementation. Collaborate with Leadership: Partner with the CCO, regional leadership, and Station Managers to identify high-value opportunities, execute strategies, and achieve measurable commercial success. Deliver Exceptional Account Management: Build and maintain strong customer relationships to ensure contract renewals and proactive issue resolution. Maximize Revenue Through Pricing: Capture 100% of contracted price increases by following established processes, securing approvals, and enabling timely invoicing and collection. Job Responsibilities Planning Develop and implement a sales strategy for you assigned region/customer base, aligned with Swissport’s objectives, focusing on customer acquisition, renewals, and wellness. Build and maintain a strong sales pipeline with clear priorities and actionable steps to convert leads into contracts. Collaborate with stakeholders to align on customer requirements and deliver competitive, accurate proposals. Create tailored win strategies that address customer needs and clearly outline pathways to secure awards. Prepare quarterly and annual forecasts, track progress, and adjust strategies as needed. Use Salesforce to maintain accurate records of customer interactions and pipeline activity. Execution Meet new business growth objectives through aggressive prospecting, tailored solutions, and successful sales cycle completion. Ensure contracts, both new and retained, are profitable and aligned with EBIT targets, addressing underperformance promptly. Achieve customer retention objectives, maintaining contracts with annual increases and capturing extraordinary price adjustments when necessary. Collaborate with the CCO and regional leadership to align business development efforts with organizational priorities. Build strong stakeholder relationships through regular in-person engagement and support for account reviews (QBR, etc.). Compliance Adhere to procedures for new and existing contracts in line with Standard Operating Procedures (SOPs). Document customer interactions and track progress in Salesforce, ensuring timely updates and reporting accuracy. Support Collaborate with cross-functional teams, including planning, operations and finance, to create accurate and competitive proposals, aligned with customer needs and submitted on time. Assist with outstanding balance collection by resolving disputes and identifying win-win solutions. Authority Submitting approved offers to customers Negotiating agreements within agreed parameters Pursuing new business lines and new locations within assigned sales region. Developing new market entry opportunities (e.g., opening a new station) based on local conditions. Finance competence as authorized by Corporate SOP Key Performance Indicators (KPIs) New Business Wins (Count and Value) and Win/Loss Ratio Customer Renewals (Count and Value) and Win/Loss Ratio Price Increases Captured (in line with contract expectation) Travel Required to Travel up to 75% to support job responsibilities. Primarily domestic, with 1-2 international trips annually. Qualifications Experience: Minimum of 7-10 years of experience in sales, business development within the aviation ground handling market, with a proven track record of success in North America. Strong analytical mindset with expertise in financial modeling, performance forecasting, and budgeting. Proficiency in Excel functions and PowerPoint creation is essential. Language Skills: English proficiency is required, French (written and spoken) is beneficial. Market Knowledge: Strong understanding of ground handling markets, including existing relationships with carriers and industry stakeholders. At Swissport, we believe in diversity, equal opportunity, and the power of our values to drive our success. We are committed to providing a workplace that fosters inclusion and where all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Visit our website at www.careers.swissport.com to learn more about Life at Swissport. Join Swissport today and be part of a team that connects the world of aviation! #P1