JOB PURPOSE

Manage the sales strategies of the region to develop, promote and maintain Emirates SkyCargo business, ensuring maximum market share, market penetration and optimal revenues.

JOB ACCOUNTABILITIES 

·     Plan, develop and implement strategies for sales and operational activities to improve Sky Cargos market and revenue position within the assigned territory and to reach and surpass revenue, yield and tonnage targets.

·     Recommend to Head Office sales policies, tariff structures and marketing activities relevant to the local market to increase or protect Emirates business. To include tactical promotions, targeted activities, mailers, and launch activities

·     Directly manage station Stockholders by promoting, understanding and servicing their needs and negotiating tonnage and revenue contracts. Propose strategies and corrective actions to improve and optimise revenues from these accounts. Act as a ‘one stop shop’ for queries from these accounts by liaising with key contacts in Dubai and across the network

·     Identify and develop new and underserviced market segments and clients through market assessment and analysis of available data (e.g. CASS/WACD). To include commercial opportunities such as road/sea feeder, offline activities and over-border accounts

·     Through market research, direct customer contact and relationship-management, manage sales efforts towards seasonal variations, weaker routes and secure support for new destinations.

·     Conduct analysis for the monthly sales plan including revenue, load, yield, product/route/customer segmentation, and key agent performance in line with the FY Sales & Marketing plan. Monitor and identify commercial risk including potential under-collections and defaults and take corrective action as needed

·     Plan, monitor, supervise and evaluate the sales team to ensure the development of a disciplined, skilled and motivated work force. Manage their activities including the customer sales visit plan to ensure the market is adequately covered to maintain strong customer relationships and product awareness.

·     Liaise closely with local CMs to ensure understanding of customer handling requirements and also to identify overall efficiencies in service, customer retention, and cost reduction

Qualifications & Experience:

Graduate with at least 8 years’ experience in a Cargo environment, including at least 5 years field sales experience with an airline, freight forwarder or logistics provider.

OR

Graduate with at least 5 years’ experience in a Cargo environment including at least 3 years field sales experience with an airline, freight forwarder or logistics provider.

Knowledge/skills:

Knowledge of cargo operations

Thorough understanding of Airline cargo sales, including pricing strategies

Proven ability to negotiate effectively at all levels

Completed formal training in sales & marketing techniques

Advanced knowledge of Microsoft Word, Powerpoint and Excel

Ability to interpret and analyse data

Fluency in English and the language of the country you are working is essential

Valid driving license

Knowledge to use web based applications like Salesforce & Power BI would be an added advantage.

 Other job related information

Extensive travelling in the region will be required.

The job holder is also responsible for adhering to the relevant health and safety requirements and safe working practices applicable to their employment

Candidate must have the right to live and work in India