Commercial Manager - Cargo (India)
Air Arabia
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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