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Commercial Manager - Cargo (India)
Date:
04-Mar-2021
Company:
Airarabia-India (G9IN)
Location:
IN
IMPORTANT INFORMATION
This position is based out of India and requires the candidate to be eligible to work in India.
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.