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Outside Sales Representative (M/F)
Full Time Position
Starting as soon as possible
Zagreb (Kroatien)

Lufthansa Cargo AG is currently seeking an Outside Sales Representive for our location in Zagreb.

Position is available in full time.


The Outside Sales Representative is responsible for opportunity management and sales visits in coordination with Inside Sales and Sales Steering. S/he performs structured sales visits and opportunity acquisition in coordination with Inside Sales. Outside Sales and Inside Sales Representatives work together in assigned teams to serve specific customers. Sales and Inside Sales Representatives form a Sales Tandem Teams with the aim to serve customers on local and regional levels.


Within the operational targets set by the District/Country Manager Sales and Handling, the Country/District Manager Sales, or the Team Leader Outside Sales, the Outside Sales Representative performs the following duties:

Sales and Relationship Management:

  • Achieves sales budget targets jointly with Inside Sales tandem partner(s)
  • Identifies and manages opportunities with existing customers with the intention to negotiate new profitable business focused on long-term or regular business
  • Acquires new customers, searches for new business and with the help of Lufthansa Cargo sales tools (for example opportunity management functionalities within “easySales”)
  • Performs market and single customer analysis and develops targets and action plans using customer relationship history and internal reports in cooperation with Inside Sales and Sales Steerer
  • Organizes sales visits including presentations to customers, with the aim market  the Lufthansa Cargo product and service portfolio
  • Performs a timely up-date of all relevant information in “easySales” (visit reports, customer reference data, opportunities)
  • Actively pushes the eChannel usage of the Sales Tandem Team’s customer base
  • Implements or modifies agreements, and at the same time securing a smooth processing procedure in co-operation with the Sales Steerer, the Inside Sales Representative and the Flight Control Team Leader (for example request for set-up of LTC (Long Term Contract), cancellation of LTC)
  • (Re-)Negotiates special rate agreements and other incentive agreements including terms of contracts in cooperation with the Sales Steerer, mindful of market developments and of customer’s performance follow-ups within the existing agreement
  • Develops and sells customer oriented logistic solutions in collaboration with the Handling department and in close co-operation with the respective Inside Sales Representative
  • Actively shares information about activities, offers, strengths and weaknesses of market participants with Sales Steerer, Inside Sales and supervisor / manager
  • Actively provides the Key Account Management Team with relevant market data, development of local customer strategy with input and cooperation from KAM (Key Account Management)
  • Checks the automatic Customer segmentation and administers correction within easySales if necessary
  • Acts as “touch point”:

a) Receives and transfers complaints and claims to Area  Customer Solutions Team or the Central Claims department respectively, using the appropriate Outlook templates, Promotes the usage of eClaims.
b)  Receives and transfers any and all questions about irregularities to the Area CST (Customer Service Team)

  • Pays Special Customer Visits accompanied by Inside Sales Representative in order to demonstrate a joint effort to the customer and thus to increase customer loyalty
  • Organizes and implements customer events, involves Inside Sales Representative or other colleagues if necessary
  • Fully supports the quality system and use its tools


  • Performs all other duties assigned or delegated by supervisors

Your profile:

  • A-level/High School Diploma or equivalent
  • 2-3 years previous cargo experience, preferred sales experience or in a related area, such as in the transport and logistics industry
  • English language required
  • German language desirable
  • A1, MS Office applications, preferably including MS Word, Excel, PowerPoint, and Outlook

About Lufthansa Cargo AG
Lufthansa Cargo AG is part of the Lufthansa Aviation Group's business area Logistics. With 4,600 employees and many international partners, Lufthansa Cargo is one of the worldwide leading companies in international air cargo business.

Please apply online.

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