Regional Manager Commercial Operations

Job Purpose: Devise, develop and implement the regions revenue and KPIs, drive
sales force, and implement these annual revenue plans both short term and long
term strategies. Deputise VP of Cargo Commercial and take decisions on their
behalf, to drive and support the regional targets and control cost. Develop
and execute revenue plans in collaboration with Cargo Managers to drive the
development of commercial sales and marketing initiatives to promote SkyCargo
products and services to achieve regional targets. Job Outline: - Lead and
provide direction to headquarter stakeholders to develop a comprehensive
annual revenue plan to target each point of sale (POS) based on market trends.
Ensure revenue plans generate optimal returns for each POS with an optimal set
of destination and product mix through long and short term strategic
initiatives. Being responsible for engaging with cargo managers, advise cargo
managers with corrective action on their business plans to develop new
business. - Evaluate and approve performance against revenue plans at POS
level. Undertake country reviews and approve incentive plans in conjunction
with VPCC to identify areas for improvement and develop new business
opportunities. Pro-actively engage with customers, peers and other commercial
stakeholders to ensure POS mix and segment/agent mix is optimal and track and
measure actions to achieve desired impact. Based on market/country reviews,
establish new traffic flows and new markets (offline points) to develop new
business. - Drive along with VPCC the identification, shortlisting, conducting
financial evaluation of new GSSA for new or existing markets. Recommend
commission, terms and conditions and commercial KPIs to selected GSSA. Devise,
guide and drive a comprehensive start-up plan for new GSSAs in line with
regional revenue and marketing plan and objectives and take corrective actions
to ensure market presence and supplementary market development. - Collaborate
and offer guidance to Capcon, Pricing, Regional Global Accts team in RFQ
reviews, strategically and tactically decide price position for RFQ and other
targeted business to develop new traffic flows, improve market share and
contribute to incremental revenue generation. - Interact with internal and
external stakeholders to develop new initiatives, develop a comprehensive
marketing plan for the region, recommend any specific promotional, collateral
and advertising material specific to region in collaboration with Corporate
Communications to ensure maximum market exposure and marketing activities
support revenue generation. - Act as a change agent under guidance of VPCC and
other headquarters stakeholders to facilitate behavioural changes needed for
new business processes and systems rollout. Responsible for evaluating and
scoring regional cargo managers using the developmental score cards on pre-
selected criteria to ensure identification of gaps, developmental areas, so
that they are effective in their roles. - Develop and implement analytical
tools in respect of commercial support and analytical work and regional
training needs plans to achieve regional objectives and provide direction and
guidance on expenditure budget guidelines to ensure station productivity is
improved and station is well resourced. - Direct and support cargo commercial
operations managers in terms of flight focus, cross-border sharing of capacity
and implementation of new initiatives by offering guidance through expertise
and influencing internal stakeholders where appropriately. Mentor and coach
outstation staff (managerial level) in sustainable commercial practices by
conducting periodic station/market evaluation visits. - Define KPIs and key
focus areas for the cargo commercial in line with vision and direction of VPCC
and prevailing market conditions in which progress is monitored, steered and
corrected when appropriate to ensure revenue and marketing plans are achieved.
- Establish and approve the annual cost budgets for the region in
collaboration with Finance and cargo managers. In line with VPCC, influence
and implement cost management strategies particularly in the areas of local
sales promotion, entertainment, manpower and other major station overheads.
Review and alter GSSA costs and commission models to ensure Emirates
SkyCargo's profitability and sustainability.
Qualifications & Experience: - Degree or Honours (‎12+‎3 or equivalent)
preferably in a Commercial discipline with emphasis on sales, marketing and
business administration related subjects. Experience: - ‎10+ years of
experience in Logistics or Air Cargo. - Must have specific experience in the
sales environment of an airline or travel industry. - Must have considerable
experience in a sales, marketing or business development in the airline,
travel or logistics industry. Knowledge & Skills: - Must have an understanding
of Marketing, Pricing and Customer Loyalty programmes. - Excellent
presentation and analytical skills. - The ideal candidate must be sociable and
approachable. - Understanding of Marketing, Pricing and Customer Loyalty
programmes Leadership Role: Yes
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.