Commercial Manager - Cargo (India)
Company: Airarabia-India (G9IN)
Job Purpose
- Surpass the cargo revenue target from the assigned territory, by optimizing cargo mix (commodity, product, density, destination), increasing yield,
- expanding distribution, boosting load
factor, leveraging network.
- Manage CGSA and CSAs performance ensuring revenue
targets are exceeded, and
comply with Air Arabia’s policies, practices, and procedures.
- Ensure
high standard of service delivery through daily activities, initiative,
teamplay.
- Responsible for
everything related to Cargo in the assigned territory.
Key Result Responsibilities
- Exceed the set cargo revenue targets in the
assigned territory by managing CGSA and CSAs performance, constantly
review/ evaluate performance data, identify shortcomings, determine root
causes, recommend actions to GM – Cargo, and implement corrective measures
accordingly.
- Maximize cargo revenue by identifying new
opportunities to grow revenue and yield through different channels such as
existing/ new cargo agents, CSAs, corporates/ integrators, and improve
cargo mix.
- Optimise
cargo mix (commodity, product, density, destination), increase yield,
expand distribution, boost load factor, leverage network, increase
market share.
- Daily tele-sales and visits to key contacts
& decision makers in Cargo agencies, conduct meetings to educate and
influence them to promote Air Arabia cargo products and services.
- Develop/ maintain effective business
relationships with Cargo agents, CSAs, integrators, and trade companies,
to enhance revenue, increase distribution, maximize yield, and optimize mix.
- Regular visits to each station in the
territory to boost CGSA performance, build strong relationships with CSAs,
agents, integrators, gather market intelligence, and scout for revenue
enhancing opportunities.
- Have excellent market intelligence to keep
abreast with competitors’ position/ actions, market conditions, customer
needs, and revenue enhancing opportunities.
- Support Revenue Management, Operations to
ensure maximum utilization of space on the network with optimum yield
leading to increased profitability on routes.
- Provide accurate, comprehensive reports and
analysis to the GM – Cargo to ensure necessary improvements and remedial
solutions are applied to enhance performance, follow up on agreed
decisions to ensure timely and effective implementation, and review as
appropriate.
- Liaise with operations, GHA, and local
authorities to streamline issues related to cargo, monitor and resolve
discrepancies and claims in compliance with airline policies and industry
standard practices.
- Coordinate
with Finance for functions such as Cargo
Sales Report, invoices, credit facilities, etc. and with
Legal for functions such as claims, notices from authorities, statutory
issues, etc.
- Collaborate with team members to ensure all
contracts/ SLAs signed with CSAs, suppliers and providers to cater for the
business needs, as per agreed specifications, and are being adhered to by
the providers accordingly.
- Ensure total compliance with Air Arabia’s
policies, practices, and procedures.
Candidate Profile
- Eligible
to work in India
- Should
ideally be residing or ready to relocate to any of the destinations
where Air Arabia operates in India.
- Aggresive sales
orientation
- Believes
in taking ownership of the outcome.
- Gives
high importance to trust and integrity.
- Cost-oriented,
possesses effective persuasive, negotiation, problem solving and
decision-making skills.
- Capability
of understanding market trends and channeling them leading to effective
customer care solutions.
- Possesses effective, persuasive,
negotiation, problem solving, and decision-making skills.
- Ability to use a balance of technical
expertise, and interpersonal relations to execute new initiatives that
support company’s objectives.
- Capable of
understanding market trends and channeling them leading to effective
customer care solutions.
Qualifications (Academic, training, languages)
- Bachelor’s degree or equivalent (in
management would be an advantage).
- Training
in the fields of product awareness, basic cargo rating, sales development,
cargo reservation is essential. Sales and Marketing training courses are
an advantage.
- Proficient
in Microsoft Office (Word, Excel, PowerPoint).
- Fluent
in English language.
- Proficient
in at least 2 Indian languages.
Work Experience
- At
least 7-8 years working experience in cargo sales and customer service,
- At
least 4 of which in the airline industry in a similar role (experience in
narrow-body/ low cost airline is an advantage).
- Proven
record of increasing sales and achieving targets and enhancing business
performance given Air Arabia’s narrow-body fleet.
- Knowledgeable
in all IATA/ TACT regulations, airline cargo sales and marketing.
- Proven skills in establishing/ capitalizing
on customer relations and building rapport.
- Proven skills in analysing data,
identifying issues and recommending effective solutions
IMPORTANT INFORMATION
This position is based out of
India and requires the candidate to be eligible to work in India.
Check advt at official site: https://careers.airarabia.com/airarabia/job/Commercial-Manager-Cargo-%28India%29/571234722/
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