MANAGER CARGO SALES

Job Purpose: Lead and Manage the relationships with Cargo Global Accounts in the defined country/ region / territory in order 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 the management of Global Accounts within the region to reach and surpass revenue, yield and tonnage targets. - Development and management of Global Accounts through understanding and servicing their needs. Promote SkyCargo products and services to address customer requirements. Analyse global account performance and 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 in order to achieve efficiency and customer service. - Recommend to Head Office sales product, policies, incentive structures, tariff structures and marketing activities relevant to the account to increase or protect Emirates business. To include long term and tactical promotions, targeted activities, mailers, and launch activities. - Manage the negotiation process for long term contracts. - 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. - In conjunction with the VP Cargo Global Sales monitor the sales team activities including the incorporation of global accounts into the customer sales visit plan to ensure the market is adequately covered to maintain strong customer relationships and product awareness. Ensure sales staff are aware of the account objectives, incentive structures and targets. - Liaise closely with local CMs and operational staff to ensure understanding of global account customer handling requirements and also to identify overall efficiencies in service, customer retention, and cost reduction. - Promote IT-solutions to customers including Sky Chain and e-freight. - Identify and develop new commercial opportunities or accounts through market assessment and analysis of available data (e.g. CASS) as well as through informal networks with industry leaders and stakeholders. To include commercial opportunities such as road/sea feeder, offline activities and over-border accounts.
Qualifications & Experience: Qualifications & Experience: Degree level with at least 10 years’ experience in a Cargo environment, including at least 5 years field sales’ experience at a Sr. Management / Leadership level with an airline, freight forwarder and/or logistics provider. Knowledge/skills: - In-depth knowledge of cargo operations - Thorough understanding of Airline cargo sales, including pricing strategies - Proven ability to negotiate effectively at all levels - Advanced ability in interpreting and analysing data/statistics/reports etc - Completed formal training in sales & marketing techniques - Advanced knowledge of Microsoft Word, Powerpoint and Excel - Fluent in written and spoken English. Other European languages advantageous. - Valid driving licence Other job related information Extensive travelling in the defined 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.
Salary & Benefits: Join us in a management role and enjoy an attractive tax-free salary. On top of our generous travel benefits, including discounted flights and hotel stays around the world, this managerial role also has an excellent leave and healthcare package. That’s on top of transport benefits, life insurance and more.