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Commercial Manager - Cargo (India)

Date:  04-Mar-2021
Company:  Airarabia-India (G9IN)



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.

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