VP Sales Cargo

About WFS

Join our Worldwide Flight Services family and contribute to the timely delivery of cargo shipment, luggage, business to customer delivery, and on-time flights while operating safely and securely. We perform at the highest level for our customers every day and strive to be an exceptional leader in our industry with our teams of cargo, passenger, ramp handling, and technical service experts in 164 airport locations, 18 countries, and on 5 continents. Are you ready to take off on your next career with us?

Job Summary

The Vice President of Sales – Cargo is a senior commercial leader responsible for driving revenue and EBITDA growth while expanding and strengthening cargo handling partnerships across North America. Reporting to the Senior Vice President of Commercial & Business Development Americas, this role leads the regional cargo sales strategy and owns the full commercial lifecycle from pipeline development and RFP management through pricing, solution design, contract negotiation, and post-award customer relationship management.

This executive serves as a primary interface with airline, integrator, and logistics partners, securing long-term, profitable agreements and delivering above-market growth through disciplined sales coverage, strong key account management, and data-driven sales methodologies. The role partners closely with Operations, Service Delivery, Finance, Legal, Commercial Excellence, and Product teams to ensure commercially sound, operationally executable solutions. The Vice President of Sales – Cargo also represents the company externally with industry associations, airport authorities, and regulatory stakeholders, while identifying new network, service, and profit opportunities through market and customer insights.

Responsibilities

• Lead and execute the North America cargo commercial and sales strategy aligned to growth, margin, and network objectives.
• Own all commercial activities for cargo handling, including new business development, renewals, customer expansions, and new station launches.
• Manage and maintain a national commercial pipeline in Salesforce, ensuring accurate forecasting and executive visibility.
• Drive revenue growth and margin improvement through pricing governance, value-added services, and process and market development initiatives.
• Serve as the senior executive interface for airline cargo leadership, freight forwarders, e-commerce platforms, and integrators.
• Lead complex commercial negotiations including SGHAs, SLAs, pricing models, incentives, and multi-airport network agreements.
• Partner with Operations and Finance to develop proformas, cost models, and commercial proposals supporting profitable contract decisions.
• Ensure contract execution and service alignment through close collaboration with Operations, HSSE, HR, Finance, and Service Delivery.
• Support station start-ups, transitions, and major customer implementations, ensuring commercial readiness and operational launch success.
• Provide market intelligence and strategic insight to leadership on industry trends, competitive activity, regulatory changes, and network investment opportunities.

Minimum Requirements

• Bachelor’s degree in Business, Aviation, Logistics, or related field; MBA strongly preferred.
• Minimum of 10 years of experience in the air cargo, ground handling, airline, or logistics industry in a commercial or senior management role.
• Minimum of 6 years of proven experience in sales, revenue management, or account management with measurable revenue growth results.
• Strong knowledge of SGHAs, SLAs, airport operations, cargo handling standards, and airline procurement processes.
• Demonstrated success negotiating multi-million-dollar contracts with airlines, integrators, and logistics companies.
• Proficiency in Microsoft Office Suite; experience with CRM platforms such as Microsoft Dynamics 365.

Preferred Skills

• Strong strategic thinking with the ability to synthesize complex information into actionable commercial plans.
• Experience leading teams in a matrixed, operationally intensive environment.
• Ability to build trust, manage conflict, and influence across diverse internal and external stakeholders.
• Highly analytical mindset with strong financial acumen and understanding of P&L drivers.
• Comfortable working in a fast-paced and evolving business environment.
• Strong decision-making and problem-solving abilities.
• Demonstrated ability to identify market opportunities and drive long-term value creation.

Physical Requirements/Working Conditions

• Ability to perform essential job functions in an office, airport, and customer-site environment, with or without reasonable accommodation.
• Ability to travel frequently to support business needs, with expected travel of approximately 30-50%, including domestic travel across North America and occasional international travel.
• Ability to remain in a stationary position for extended periods while working at a desk, using a computer, or participating in meetings.
• Ability to lift, carry, or move materials weighing up to 10 pounds.
• Regular use of standard office technology, including computers, phones, and virtual meeting platforms.
• Ability to communicate clearly and effectively, both verbally and in writing, including presenting to individuals and groups in virtual and in-person settings.

Perks & Benefits

• Want your pay in advance?  Access your pay when you need it through DailyPay app!
• Are you a top performer who thrives on recognition?  On the spot awards offered through the Awardco Platform including gift cards and more!
• Need quality medical care?   Multiple options for both full and part-time employees!
• Want WFS Employee Extras? Travel Discounts, Pet insurance, Discount Shopping & More!
• Looking to stay healthy and improve your life?  Wellness Programs offered to all employees!
• Want to invest in your future?  401k program offered!
• Looking to grow and have a career with us?  Opportunity for Internal Mobility and transfers available!

WFS is an equal opportunity employer committed to employment equity and inclusion. We accept applications from all qualified individuals.