Cargo Sales Manager

Job Purpose: Manage, plan and develop market segmentation within the
designated territory defining, agreeing and implementing Sales objectives and
marketing strategies. Optimise Revenues in accordance with the current Sales
and Marketing Plan and Corporate Long Term Plan whilst maintaining and
enhancing Customer loyalty. Job Outline: Generic - Manage all aspects of sales
within Dubai & Northern Emiartes, including devising and implementing short to
medium term sales strategies, forecasting and monitoring sales and
establishing, developing and managing partnerships to ensure that awareness of
our products reaches the customer effectively. - Recommend, agree, implement
and effectively control local market pricing in order to achieve territory
objectives and contribute towards system-wide route and point of sale revenue
and yield objectives. - Continuously monitor market trends and competitor
activities, analyse cargo related statistical information and provide
feedback/recommend sales policies to cargo corporate Management through the
agreed periodic reports/meetings to facilitate planning and effective
implementation of marketing objectives and strategies for Annual and Long term
plans. - Direct and manage the activities of the sales team, research, plan
and develop the station cargo services in order to produce and agree the
Annual Sales and Marketing plan detailing strategies and time frames to assist
Corporate Management in the development and enhancement of EK?S distribution
logistics and Supply Chain Management. - Implement Block Space Agreement (BSA)
/Permanent Booking (PB), set targets for internal and external clients to
ensure optimum mileage on the set revenue streams. - Manage service recoveries
to Agents and Shippers on a timely basis, ensuring all complaints are handled
promptly and effectively. - Manage the development of staff and establish
suitable training programmes for staff so they remain up to date in sales
techniques and methodologies, and personal development. Key Accounts and
Charters - Develop and drive EKSC charter sales in the UAE Market with main
focus on acquiring global charter business and directly to prominent relief
and aid organizations. Research and identify innovative ways to grow the
relief charter business. Explore markets, products and trade flows in securing
new business streams and in maximizing profitability and optimizing revenue. -
Direct development of UAE key accounts in UAE through analysis and identifying
the strategic importance and potential of such customers in order to
facilitate traffic mix and network optimization for attaining route revenue
objectives. - Direct and lead business relationships with integrators in the
UAE Market to promote SkyCargo's product and solutions portfolio and bolster
profitable business opportunities. Source customer feedback on innovations
that can be added to our portfolio. - Investigate and identify key decision
makers in selected vertical industries and foster relationships with potential
clients especially Integrators and Global Accounts who have a presence in the
UAE Market. Manage relationships with all internal stakeholders (VPCC,
pricing, cargo revenue optimisation, corporate communications and local sales
organizations) in order to ensure that objectives and strategies are
understood and implemented across the market. UAE Sales, SMEs - Ensure that
the sales-follow up system is up to date and effectively used. Effectively
analyse MIS reports and implement ways to improve revenue streams. - Manage
service recoveries to Agents and Shippers on a timely basis, ensuring all
complaints are handled promptly and effectively. - Develop and manage local
incentives schemes and client agreements within the region.
Qualifications & Experience: Qualifications: - ‎8+ Years in Logistics/Cargo,
Air Cargo Education: - Degree or Honours (‎12+‎3 or equivalent) - Degree in
Business Management or Airline Management with Extensive knowledge of Sales &
Marketing techniques. - Extensive experience in airfreight and cargo handling,
with an International Airline/Ground handling agent/International Freight
Forwarder with at least ‎5 years in a managerial/semi-managerial position
managing Cargo Sales and accountability of staff, budgets, client negotiation,
etc Knowledge/skills: - Should have completed all relevant industry/airline
approved advanced cargo Acceptance and Handling Courses. - A thorough
knowledge/understanding of SkyCargo products, services and processes, air
cargo sales and working knowledge of supply chain and value chain management.
- Sound ability of establishing and maintaining corporate relationships. -
Must have business acumen to chart new territories and create business
opportunities. - Should have an extensive knowledge of the market conditions
considering the multi-cultural environment. - High level of influence and
negotiations skills. Superior communication skills (written and oral). -
Should possess excellent IT skills. - A demonstrated ability to lead and
motivate people. - Ability to organize and manage multiple priorities. -
Experience in consultative selling techniques. - Ability to qualify and
profile prospective customers, understand their business and identify key
contacts.
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.