Manager – Regional Cargo Sales

2 days ago

England, United Kingdom Oman Air Full time
  • Role Objective Key:

Technical sales driver in Sales Region to maximize revenue and profit generation in the assigned countries. Control and manage the sales performance of appointed Cargo GSA’s in countries. Ensure Oman Air Cargo is always positioned as a high quality, niche and professional cargo airline, whilst meeting all safety, legal and governmental regulations.

Duties and Responsibilities

Area of responsibility

Regional Air Cargo Sales & Operations

Lead, develop and implement appropriate cargo sales strategies to achieve corporate goals and services levels pertaining to the assigned territory.

Leverage extensive own network of Cargo Agents, Freight Forwarders and Air Cargo industry, especially in the region responsible, to maximise Oman Air Cargo presence and position in the market.

Engage directly with Cargo Customers, Agents and Freight Forwarders in the responsible region, managing the interaction with and drive the commercial interaction of appointed regional Cargo GSA’s.

Lead, motivate, coach and develop all HQ Cargo Sales Support team to achieve targets and ensure smooth HQ sales coordination efforts for the region.

Devise, lead, implement, and maintain sales tactics, price promotions and other cargo marketing devices to maximize the cargo loads, yields, revenues and Cargo contribution through seeking new Cargo Business streams beyond normal GSA interactions.

Analyse, monitor and report on monthly cargo revenue results, where necessary driving recommendations and required actions to appointed Cargo GSA’s, HQ Cargo Sales Support and Head of Cargo.

Monitor sales performance and services levels, taking remedy if any shortfalls in consultation with Head of Cargo supported by HQ Cargo Sales Support team in Muscat.

In cooperation with other Regional Sales Managers, establish and manage a Key Accounts Sales programme for selected top cargo customers, to leverage their Cargo volumes and maximise sales and revenues from both regional and global perspective.

Participate in preparation of Cargo Marketing/Business Plan and to allocate responsibilities for the attainment of cargo marketing goals and services levels in designated countries.

Recommend on cargo rate tariff structure to ensure optimised yield and to maximize the revenue actively participating with HQ Cargo Pricing & Capacity team to maximise cargo sales, improve yields where possible through close monitoring of commercial interaction of customers, GSA’s and HQ pricing and capacity control functions.

Provide detailed regional viewpoint and liaise closely with Head of Cargo in all aspects of medium and long-term corporate development.

Take immediate decisions in liaison with Head of Cargo to take care of any situation affecting the load factor/yield in the regions responsible.

Plan and support setting up of new stations within the respective region in line with HQ directives. Be part of the recruitment panel in recruiting the necessary staff as per WY HR Policy and Procedures and support setting up of the office as per management guidelines. Participate in approved Cargo GSSA selection process as one of the panel members as per guidelines.

Comply with Financial and HR policies of the Company at all times

Strive to keep the cost of operations under control, without compromising on the quality of operations, safety or image of the airline.

Set performance objectives & prepare career development program for staff (if any).

Improve Oman Air Cargo’s image through effective personal interactions and through any other industry accepted practice in liaison with Head of Cargo, marketing & corporate communications Dept

Responsible for compliance with all provisions of the local laws applicable and if necessary to meet government agencies/officials and sort out issues of operational importance.

Adhere to Company ethics and standards at all times.

Any other responsibilities assigned by the Line Manager as and when necessary.


KEY INTERACTIONS

Internal Head of Cargo

Cargo Pricing & Capacity Control

Cargo Sales Support

Cargo Business Analysis

Finance


All issues related to pricing, capacity planning, inventory and interline

All items deemed necessary for outstation sales

For obtaining necessary data for analysis of revenue

External

Cargo customers, agents & Freight Forwarders

Oman Air Cargo appointed GSA’s

Government & Industry bodies

Corporate


To build strategic partnerships and support sales efforts.

To increase/improve direct business relationship

Level of external interaction

This position requires high level of external interaction


MINIMUM EDUCATION, QUALIFICATIONS & SKILLS


Education & Experience

Bachelor’s degree in related discipline preferably in Business study with 8 years of relevant experience preferably in the cargo sales function of which 3 years handling sales in airline industry in a Managerial position.


OR Specialized certificate/ license in the related field with aviation experience & Secondary school certificate and having 14 years of relevant work experience (For internal Candidates Only).


Master’s degree will be preferred and advantage.

Special Skills & Knowledge

Knowledge Air Cargo Sales Management with Key network of Freight Forwarders in respective region

Knowledge in Air Cargo Management with extensive knowledge of air cargo operations and commercial development

Ability to travel on short notice

Proficiency in English (Reading & Writing)

Proficiency in MS Office.

Negotiation, Management & Analytical skills

Decision making

Business Understanding

A thorough understanding of the cargo sales function in the airline industry

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