Digital Sales Manager

Looking for a challenge in one of the world's largest airfreight logistics organisations?

At IAG Cargo we are in the business of moving things. From antibiotics to rhinoceros, gold bullion to avocados and everything in between. Whatever people need, wherever they are. In an era of digital screens and closed borders, we open the skies and fly the world to bring people the things they really need.

We are the logistics and cargo brand of International Airlines Group (Aer Lingus, British Airways, Iberia, Level and Vueling). At IAG Cargo, we believe in keeping the world's economies turning, and do everything with determined attitudes, curious minds, collaborative actions and heartfelt pride. Join us at our globally recognised logistics business, where we are building a great place to work for customers and colleagues alike.

About the role

At IAG Cargo, digital selling is more than a tool - it's a strategic lever to grow revenue, improve cost efficiency, and deliver the seamless cargo experience our customers expect. Digitalising our selling practices is an essential strand of IAGCs business strategy encompassing the design and creation of our fully digital capabilities. Transforming the future of sales today to achieve scalable growth tomorrow.

As Digital Sales Manager, you will lead the commercial execution of our digital sales ambitions, managing the performance of digital-only markets. You will be responsible for delivering digital revenue, driving adoption of our self-service tools, and embedding digital-first thinking across the sales organisation.

You will lead a growing team of Digital Sales Executives, supporting them in converting customers to digital channels and expanding IAG Cargo's online share. This role combines digital sales leadership, commercial delivery, and cross-functional coordination - making you a key driver in our digital transformation journey.

What you'll do

Digital Sales Leadership

Manage and develop a team of Digital Sales Executives, setting objectives, coaching performance, and fostering a digital-first culture
Drive digital revenue growth across our strategic digital markets, with accountability for adoption, conversion, and retention KPIs
Lead and champion the rollout of digital-only markets by embedding sales ownership, pricing engagement, and campaign execution

Customer Engagement & Campaigns

Shape and execute digital engagement strategies in coordination with Marketing, Distribution and Pricing
Act as a digital sales voice in commercial discussions and forums, helping evolve the way we engage and support our customers

Performance Management

Strategic governance over digital sales performance across segments, accounts, and tools. Identifying friction points in the digital journey and escalate improvements
Use insight and sales analytics to inform decisions, target support, and iterate strategies. Leading targeted adoption campaigns and digital sales initiatives

Cross-Functional Collaboration

Work closely with Pricing, Revenue Management, Customer, and the Distribution team to align digital sales initiatives with wider commercial plans
Contribute to digital sales capability development by feeding back feature requests, automation needs, and customer insights
Champion cost of sale reduction by shifting high-volume, low-touch customers into self-service channels
It's all about you

Commercial drive - Proven ability to grow revenue, increase conversion, and deliver results
Team leadership - Experience leading, coaching, and developing high-performing commercial teams
Customer-centricity - Understands customer needs and translates them into action
Digital mindset - Embraces new technology and drives change through digital-first thinking

What you'll bring to IAG Cargo:

Sales leadership or key account management experience, preferably in a B2B or logistics environment
Proven track record of driving channel migration or digital adoption
Experience delivering commercial results in multi-channel or digital transformation contexts
Strong working knowledge of CRM tools, campaign management, and sales analytics

Skills and Experience:

Excellent communication and influencing skills - able to motivate teams and present to senior stakeholders
Data-driven - able to understand performance reports and take action based on insights
Collaboration - thrives in a cross-functional environment, balancing short-term wins with long-term transformation
Organisation - able to manage multiple campaigns, markets, and reporting requirements simultaneously
We'll treat you right

Wherever you work within IAG Cargo, you'll play a part in helping us deliver what the world needs and join a diverse and inclusive business that's making a difference.

As well as a competitive salary, bonus, we offer a range of benefits to support our colleagues, which include:

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

Equity, Diversity and Inclusion

Our recruitment procedures positively support our equity, diversity, and inclusion agenda.

All candidates are considered strictly on their merits in relation to the criteria for the role, treated fairly and consistently and have their individual needs responded to throughout the process.