National Account Manager

IAG Cargo

National Account Manager responsible for managing customer accounts for IAG Cargo in UK and Ireland. Developing account plans and ensuring customer satisfaction and revenue targets are met.

Posted 6/19/2026full-timeLondon • 🇬🇧 United KingdomMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

To take accountability for managing and developing a portfolio of customer accounts on a national basis for IAG Cargo in UK and Ireland.
The post holder is responsible for building Account Development Plans that align with the division’s commercial strategy and ensure delivery of key metrics including revenue and customer satisfaction across the territory.
The post holder is expected to be in the office or with customers during normal working hours and from time to time will be required to engage in activity outside normal working hours such as hosting customer events and attending meetings accommodating colleagues from different time zones.
Team members are expected to travel extensively to attend face to face customer meetings in customer branch offices and from time to time participate in head office activities.
The post holder will manage the strategic relationship between their portfolio and IAG Cargo.
To facilitate this, the post holder will develop a detailed understanding of export and import activities and business flows, IAG Cargo products and capabilities in additional to being able to converse on market and competitor dynamics.
Embrace CRM and market intelligence applications prescribed by IAG Cargo and use these effectively to achieve role responsibilities, and champion use throughout IAG Cargo.
Create, manage, track and report on Account Development Plans ensuring that these plans continue to be fit for purpose with regard to market changes, capacity or IAG Cargo strategy.
Manage customer opportunity pipeline.
Manage tender and adhoc pricing requests as required.
Collaborate with internal stakeholders to negotiate complex contract agreements covering multiple trade lanes, product types and pricing tiers.
Sets strategic direction and tactics for portfolio of accounts for General Sales Agent and junior team members where relevant.
Has responsibility of achieving agreed KPIs including financial performance and customer satisfaction measures for portfolio.
Promotes and champions IAGC digital distribution platforms and initiatives.

Requirements

What you’ll need

3-4 years + experience in air freight, logistics or similar industry ideally with a carrier, freight forwarder or related party
3-4 years + experience managing large national or multinational accounts and relationships.
Experience presenting to senior management level.
Experience working to achievement of dynamic sales targets.
Experience working as single point of contact in market highly regarded.
In depth understanding of the air freight supply chain, key players and business flows.
Entrepreneurial and energetic with a proactive attitude
Innovative and strategic thinking
Highly disciplined and self-motivated with highly developed organisational and time management skills
Professional and comfortable communicating across organisational hierarchy
Able to manage cross functional relationships with stakeholders.
Collaborative and results orientated.
Excellent interpersonal, communication, influencing and negotiations skills.
Good analytical skills and comfortable interrogating and using data.
Autonomous and able to work with high level direction.

Benefits

Comp & perks

A hybrid environment with 3 days a week in the office and two from home.
From the day you join us, you’ll get access to brilliant staff travel benefits including unlimited basic and premium standby tickets on British Airways and group airlines.
You’ll also receive up to 30 discounted ‘Hotline’ airfares per year for yourself, friends, and family.
Flexible bank holiday policy- Individuals not on shift have the flexibility to swap the statutory public holidays, with the days you choose to take off instead.
All our colleagues get access to LinkedIn learning and Rosetta Stone Language courses
For health and wellbeing we offer a free onsite gym facility as well as access to the UNMIND app and a community of Mental Health First Aiders
Access to discounts on Apple, Cinema tickets and loads of other goodies through Perks at work

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Hard Skills & Tools

account managementaccount development planscustomer opportunity pipeline managementtender pricingcontract negotiationsales targets achievementmarket intelligence applicationsdata analysisair freight supply chainlogistics

Soft Skills

entrepreneurial attitudestrategic thinkingorganizational skillstime managementcommunication skillsinterpersonal skillsinfluencing skillsnegotiation skillscollaborationresults orientation