Job Description

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
xc2xb7Plan, develop and implement strategies for sales and operational activities to improve Sky Cargo's market and revenue position within the assigned territory and to reach and surpass revenue, yield and tonnage targets.
xc2xb7Recommend 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
xc2xb7 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 xe2x80x98one stop shop for queries from these accounts by liaising with key contacts in Dubai and across the network
xc2xb7Identify 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
xc2xb7Through market research, direct customer contact and relationship-management, manage sales efforts towards seasonal variations, weaker routes and secure support for new destinations.
xc2xb7Conduct 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
xc2xb7Plan, 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.
xc2xb7Liaise 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