News / EXCLUSIVE: 'Virtual' sales team plan sparks jobs cull at European air cargo carrier

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A major European cargo carrier is undergoing significant restructuring, which sources say is resulting in a jobs “cull”. 

Roles, particularly among the commercial team, say sources, are under threat – in terms of the number of job losses, noted one insider, “it’s hard to say as it is still in progress, but it’s certainly a cull”. 

Another source said It was looking like “a bloodbath”. 

“It appears IAG Cargo has had a kick up the arse, in terms of its digitisation process,” an aviation source explained.  

“There has been a delay in bringing efficiencies from digitisation. IAG wanted to digitise its sales, but it doesn’t trust partners, so it decided to do it itself. 

“It’s got really nasty over the last year, with everyone blaming each other for the delays. 

“But the first team to be knocked by this is the frontline commercial people. The idea is to have a virtual sales team.” 

IAG Cargo appointed Daniel Rodriguez Jimenez to head its digital sales in December, and the airline has been pushing for customers to buy online, where, its customer magazine promises, the cheapest rates can be found. 

“Our new pricing tool is always working in the background,” the magazine quotes Mr Jimenez. “It responds instantly to market conditions to ensure our customers always get the most competitive price.” 

The article continues: “But price is just the beginning. Our digital-first approach gives customers greater autonomy, with the power to manage, modify, and track shipments – all on one convenient online platform.” 

But amid concerns that the digitisation programme looks to have triggered the job losses, an insider said it was also being used an excuse for some political machinations. 

“It’s typical IAG – undergoing restructuring to shore up cargo, but also using it as an excuse to do some political cleansing.” 

IAG Cargo did not deny job losses. A spokesperson said: “We continually review our business to ensure we are meeting the evolving needs of the industry, investing both in our physical and online infrastructure to better support our customers and remain a trusted partner and key facilitator of global trade.” 

One customer said they were awaiting the outcome with interest. 

“I have heard about the [job losses], but I have very little knowledge of who or what job roles have been impacted. We are waiting to hear, in case our reporting lines change.” 

There have clearly been some changes, with John Cheetham, chief commercial officer, changing role to head of alliances and partnerships, which one insider said was something of a demotion – although IAG Cargo has announced a major partnership with shareholder Qatar Airways and MASkargo. Another regional commercial manager has left “abruptly”, after some 16 years at the carrier.

The carrier also added ‘chief customer officer’ to Caroline Andrew’s brief as chief people officer in January – although it was also advertising the vacant role of chief customer officer two months ago. 

“IAG has gone about its digitsation plan in the wrong way,” said the aviation source. “And those looking to retire in the next couple of years are closing ranks to save their jobs.”