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Air Canada

Director Sales - LATAM

Toronto, ON, Canada
Dorval, QC, Canada

Job type: Full-time
Apply by: Oct 5, 2026
Experience: 10+ years of progressive sales leadership experience within aviation, travel, hospitality, transportation, or a related commercial industry.
Posting language: English
Posted: Sep 28, 2026

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Original job description

Being part of Air Canada is to become part of an iconic Canadian symbol, recently ranked the best Airline in North America. Let your career take flight by joining our diverse and vibrant team at the leading edge of passenger aviation.

The Director, Sales – LATAM, 6F and VFR Markets is responsible for leading Air Canada's commercial sales strategy and revenue performance across Latin America and the Caribbean. Additionally, the director is responsible to deliver against 6F (US-APAC, US-EMEAI, US-LATAM) sales revenue growth objectives outside of Canada, as well as VFR customer market segment (Visit Friends and Relatives) across all points of sales. The role develops and executes regional sales plans for the LATAM region, manages key customer and partner relationships, identifies growth opportunities, and leads a geographically dispersed team of sales professionals to achieve revenue, market share and profitability objectives. As well, the role is accountable to build detailed sales plan for the 6F and VFR market segment, execute and track plan performance, influence sales incentive programs within cost of sales parameters, achieving this through a cross-functional relationship with a variety of key commercial and operational stakeholders.

Reporting to the Managing Director, International Sales, the Director provides strategic leadership to a diverse team of sales leaders and market representatives, ensuring alignment with corporate objectives while adapting commercial strategies to local market conditions and customer segments. The incumbent oversees all sales activities, strategic partnerships, distribution channels, and key customer relationships across the region and market segments while fostering a high-performance sales culture focused on sustainable growth and profitability.

Responsibilities:

Commercial Strategy & Revenue Growth

Develop, lead, and execute the commercial sales strategy for Latin America, ensuring alignment with Air Canada's global objectives and growth ambitions.
Develop, lead, and execute the commercial sales strategy for 6F and VFR, ensuring alignment with Air Canada's global objectives and growth ambitions.
Drive revenue growth, market share expansion, and profitability across all assigned LATAM markets, 6F and VFR Segments.
Establish annual sales objectives, budgets, forecasts, and performance targets for each market within the region as well as 6F and VFR customers.
Identify new business opportunities, emerging markets, strategic partnerships, and revenue streams to support long-term growth.
Maintain and optimize current commercial JV relationships (A++ Atlantic Joint Venture) for part of the LATAM region, as well as develop and grow relationships with any new commercial partnerships and/or joint venture in the region.
Analyze market trends, customer needs, competitive activity, and economic conditions to adapt commercial strategies and maximize performance.
Collaborate with Revenue Management, Network Planning, Marketing, Product, and E-Commerce teams to optimize commercial results and support network growth initiatives.

Leadership & People Management

Provide strategic leadership and direction to Sales Managers and support teams across Latin America, and all appropriate Global Sales team involved in the 6F and VFR market segment.
Build and maintain a high-performing sales organization focused on customer acquisition, revenue growth, and market development.
Coach, mentor, and develop sales leaders to strengthen organizational capability and succession readiness.
Establish performance objectives and accountability measures to ensure achievement of regional and country-level sales targets.
Foster a culture of collaboration, engagement, innovation, and continuous improvement.
Lead change management initiatives and support implementation of corporate commercial priorities throughout the region.

Customer & Partner Management

Develop and maintain executive-level relationships with key corporate customers, travel agencies, tour operators, trade partners, industry associations, alliance partners, and government stakeholders.
Negotiate and oversee strategic commercial agreements that support revenue growth and market expansion.
Ensure consistent delivery of exceptional customer service and partner support throughout the region.
Represent Air Canada in industry forums, customer events, government meetings, and trade conferences.

Financial Management

Develop and manage regional sales budgets, operating plans, and resource allocation strategies.
Monitor sales performance, profitability, market share, and return on investment across all LATAM markets, 6F and VFR segments.
Analyze commercial and financial data to identify performance opportunities, risks, and corrective actions.
Provide regular sales forecasts, business reviews, and strategic recommendations to senior leadership.
Ensure efficient management of regional expenditures while supporting revenue growth objectives.

Distribution & Market Development

Oversee all sales channels, including corporate, agency, trade, OTA, consolidator, and direct distribution channels in LATAM, and cross-functionally with all Global Sales teams involved in 6F and VFR customer types.
Lead the adoption and optimization of modern airline retailing initiatives, including NDC, digital distribution capabilities, and direct channel growth strategies.
Support market development activities in both established and emerging LATAM markets and any POS to capture 6F and VFR opportunities.
Ensure consistent execution of sales strategies, account management practices, and performance reporting throughout the region, and 6F/VFR segments.
Identify opportunities to strengthen Air Canada's presence, brand awareness, and commercial position within the LATAM marketplace.
Play an active role, alongside the Alliances department, with the establishment of the pathway to strategic partnership with Abra Group towards and a joint business agreement.

Governance & Compliance

Ensure compliance with company policies, regulatory requirements, commercial agreements, and ethical business practices.
Partner with local leadership teams and corporate stakeholders to identify and mitigate operational and commercial risks.
Maintain productive relationships with local authorities, regulators, industry associations, and key external stakeholders.
Ensure all sales activities are conducted in accordance with corporate governance standards and applicable local legislation.

Bachelor’s degree in business administration, Commerce, Marketing, Economics, or a related field.
MBA or equivalent postgraduate qualification preferred.
10+ years of progressive sales leadership experience within aviation, travel, hospitality, transportation, or a related commercial industry.
Experience in Revenue Management and/or Product Distribution and/or E-Commerce a strong asset.
Significant experience managing multi-country sales organizations.
Proven track record of delivering revenue growth and market share gains.
Experience leading large and geographically dispersed teams.
Strong experience in strategic planning, customer relationship management, and commercial negotiations.
Strong knowledge of airline distribution, global travel management companies, airline alliances, and commercial partnership models.
Demonstrated ability to influence senior stakeholders and lead through complex, matrixed organizational structures.

Working Conditions:

Frequent international travel throughout Latin America, the Caribbean, and other international markets.
Ability to work across multiple time zones and business cultures.
Availability to attend customer events, industry conferences and commercial meetings outside standard business hours as required.

Conditions of Employment:

Candidates must be eligible to work in the country of interest at the time any offer of employment is made and are responsible for obtaining any required work permits, visas, or other authorizations necessary for employment. Prior to their start date, candidates will also need to provide proof of their eligibility to work in the country of interest.

Linguistic Requirements

Excellent communication skills in Spanish and English (both written and oral). Proficiency in Portuguese is considered an asset.

Diversity and Inclusion

Air Canada is strongly committed to Diversity and Inclusion and aims to create a healthy, accessible and rewarding work environment which highlights employees’ unique contributions to our company’s success.

As an equal opportunity employer, we welcome applications from all to help us build a diverse workforce which reflects the diversity of our customers, and communities, in which we live and serve.

Air Canada thanks all candidates for their interest; however only those selected to continue in the process will be contacted.

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More about this job

Responsibilities

Lead Air Canada's sales strategy and revenue performance across Latin America and the Caribbean, as well as the 6F and VFR market segments, driving growth, market share, and profitability. Manage regional sales teams, customer and partner relationships, budgets, distribution channels, strategic partnerships, and compliance while coordinating with internal commercial and operational stakeholders.

Requirements

Requires a bachelor's degree in a relevant field and 10 or more years of progressive sales leadership experience, including managing multi-country organizations and geographically dispersed teams. Candidates should have a record of revenue growth, strong strategic planning and negotiation skills, airline distribution and partnership knowledge, and excellent written and spoken Spanish and English; an MBA and Portuguese proficiency are assets.

Skills

Commercial Sales Strategy
Revenue Growth
Sales Leadership
Multi-Country Team Management
Strategic Planning
Commercial Negotiations
Airline Distribution
Revenue Management
E-Commerce
Partnership Development
Financial Management
Market Analysis
Change Management
Stakeholder Management
Spanish and English Communication

Visa sponsorship

Not detected in the job text

Keywords

Airline Sales
Latin America
Caribbean
6F Markets
VFR Markets
Revenue Growth
Market Share
Profitability
Revenue Management
Airline Distribution
E-Commerce
NDC
Digital Distribution
Direct Distribution
Airline Alliances
Joint Ventures
A++ Atlantic Joint Venture
Abra Group
Joint Business Agreement
Sales Forecasting
Budget Management
Strategic Partnerships
Commercial Negotiations
Market Development
Change Management
Spanish
English
Portuguese

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