Commercial Manager – Cargo

14 سبتمبر، 2022

0 6 2 دقائق

Job Description

Job Purpose

Surpass the cargo revenue target from the assigned territory, by optimizing cargo mix (commodity, product, density, destination), increasing yield, expanding distribution, boosting load factor, leveraging network.
Manage CSAs performance ensuring revenue targets are exceeded, and comply with Air Arabia's policies, practices, and procedures.
Ensure high standard of service delivery through daily activities, initiative, teamplay.

Key Result Responsibilities

Exceed the set cargo revenue targets in the assigned territory, constantly review/ evaluate performance data, identify shortcomings, determine root causes, recommend actions to GM – Cargo, and implement corrective measures accordingly.
Maximize cargo revenue from the assigned territory by identifying opportunities to grow sales through channels such as CGSAs, existing/ new cargo agents, CSAs, corporates/ integrators, and interline partners.
Surpass agreed targets by optimizing cargo mix (commodity, product, density, destination), increasing yield, expanding distribution, boosting load factor, leveraging network, increasing the market share.
Daily tele-sales and regular visits to key contacts & decision makers in Cargo agencies in the assigned territory, conduct meetings to educate and influence them to promote Air Arabia cargo services.
Develop/ maintain effective business relationships with CGSAs, Cargo agents, CSAs, and trade companies, to enhance revenue, increase distribution, maximize yield, and optimize mix.
Provide support and necessary guidance/ training to CGSAs, Cargo agents, CSAs, on new products, systems, and preferred sales techniques needed to promote Air Arabia Cargo in the respective area.
Conduct benchmark analysis to keep abreast with competitors position/ actions, market conditions, customer needs, and revenue enhancing opportunities.
Set published/ promotional rates for the assigned territory to maximize revenue, yield, optimize commodity mix.
Collaborate with team members to ensure all contracts/ SLAs signed with suppliers/ providers to cater for the business needs, as per agreed specifications and are being adhered to by the providers accordingly.
Closely liaise with Cargo Revenue Management, Operations (including CGHAs) to ensure maximum utilization of space on the network with proper yield leading to increased profitability on routes.
Provide accurate, comprehensive reports and analysis to the GM – Cargo to ensure necessary improvements and remedial solutions are applied to enhance performance, follow up on agreed decisions to ensure timely and effective implementation, and review as appropriate.
Takes necessary measures to setup new destinations, including coordinating necessary arrangements related to CGSA/ CSA/ CGHA contracts, systems setup, training, logistics, etc.
Coordinate with Legal/ Finance Departments on functions such as the monthly Cargo Sales Report, invoices/ MIS, claims, processes credit facilities.

Candidate Profile

Willing to travel to Pakistan for official duties. (based on the passport that you hold)
Aggressive sales orientation
Takes ownership of the responsibilities in entirety.
Proven skills in establishing/ capitalizing on customer relations and building rapport.
Proven skills in analysing data, identifying issues and recommending effective solutions.
Possesses effective, persuasive, negotiation, problem solving, and decision-making skills.
Ability to use a balance of technical expertise, and interpersonal relations to execute new initiatives that support company's objectives.
Demonstrates the ability to contribute and successfully deliver against business strategy and set KPIs.
Capable of understanding market trends and channeling them leading to effective customer care solutions.

Qualifications (Academic, training, languages)

Bachelor degree or equivalent.(in management would be an advantage)
Training in the field of product awareness, basic cargo rating, sales development, cargo reservation is essential.
Sales and Marketing training courses are plus.
Fluent in English Language.

Work Experience

7+ years working experience in cargo sales
At least 3 years of which in the airline industry in a similar role.
Cargo sales professionals having experience in GCC/ Levant/ North Africa/ CIS countries will be given preference.
Experience in narrow-body/ low cost airline is an advantage.
Proven record of increasing sales and achieving targets and enhancing business performance given Air Arabia's narrow-body fleet.
Knowledgeable in all IATA/ TACT regulations, airline cargo sales and marketing.