Commercial Manager - Cargo

Job description / Role

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, team play. 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.

Requirements

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. Aggressive 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.

About the Company

Air Arabia (PJSC), listed on the Dubai Financial Market, is the Middle East and North Africa's first and leading low-cost carrier flying to over 100 destinations across the world. Air Arabia was the first airline to introduce the low-cost carrier concept in the region and is on a mission to serve all Arab countries and beyond, constantly undergoing aggressive route expansion, taking advantage of its ideally located hubs in the United Arab Emirates, Morocco, Egypt and Jordan. Over the past thirteen years, Air Arabia, through continuous market research and customer feedback, provides a range of value added services to millions of passengers who chose to fly with Air Arabia's fleet of A320 aircraft. The airline commenced operations in October 2003 and achieved financial break-even from its very first year of services and has been profitable ever since.