Sales Manager

Date posted 14.10.2016

Ref number 355242

Job Details
Location United Arab Emirates
Number of Vacancies 1
Career Level Mid Level
Minimum Experience 5 - 7 years
Minimum Education Level Bachelors Degree
English Level Advanced
Special Requirements
Qualification & Education:
Bachelor’s degree in Business management or similar discipline


A comprehensive air cargo professional, well aware of business complexities.
Post holder must have about 5 years air cargo business experience,

Training & Knowledge:

Fluent in English; additional other (local) language(s) preferred
Strong knowledge of the transport/ aviation industry required
Strong financial, commercial and business acumen
Strong influencing and negotiation skills
Recognised IATA Affiliate
Industry leading numeracy skills
Excellent written and verbal communication skills
Project Management skill
Must be computer literate in Word, Excel, Power Point, etc. Knowledge of MS Office applications

Generate and optimize revenue for Etihad Group Cargo Management Company (EGCMC) by effective management of the sales team and development/implementation of a robust territory sales and marketing strategy. Manage standards and GSA performance through SLA reporting and manage process change in line with EGCMC development needs.



Set goals and objectives for all EGCMC staff at the Area/ Country level to ensure consistent growth and delivery of EGCMC products.   Manage and maintain relationships with EGCMC and GSA staff.  Represent EGCMC at the Area level.  Provide point of coordination and escalation for all Cargo matters.  Manage sales costs, coach, direct and motivate Area sales team. Measure sales force effectiveness and take action to improve quality and coverage. Lead, coach and motivate EGCMC direct staff where necessary, work closely with the development of key GSA staff.
Revenue Generation

Lead the implementation of the Area Business plan.    Measure progress and monitor results in key areas of region’s business.  Develop and implement cargo sales and marketing strategies for the assigned area to grow market share, and to meet and exceed agreed cargo revenue targets.
Revenue Performance

Fully accountable for the maximisaiton of volumes with optimum revenue through achieving and surpassing area revenue budgets and selling ad hoc charters fr om the region.  Plan and implement action plans which provides a contingency plan when performance gets off track.  
Commercial Insight

Develop local intelligence to forecast demand, and adapt accordingly in coordination with the HQ team, to ensure consistent growth and delivery of the EGCMC product.    Effectively manage GSA performance, challenge current work practices to ensure effective utilization of all available resources. Provide feedback and organize forums to relay information across sales network.
Market Position

Implement Marketing/Promotional activities in the market by driving key customer loyalty programs, Sponsorships and Marketing events.   Collect, collate, provide feedback to HQ and pro-actively take action on market intelligence.  Champion the Brand in region/ country.
Customer Segmentation

Monitor and ensure control of process to protect EGCMC values and image.. Support the Operations and Security Teams to maintain focus on Safety & Security of all EGCMC assets and processes.  Identify, build and maintain excellent customer relationships including key customers, sales agents, shippers, forwarders etc at all levels. Ensure EGCMC visibility in the area to all customer decision makers.
Matrix Management

Maintain relations with all local authorities, i.e. Customs, Airport Authorities, Civil Aviation, Local Custodians to ensure smooth processing and handling of EGCMC product and services. Identify opportunities and potential blocks to overcome any resistance.
Business Development

Review markets and their trends, to assess the changing demands. Use the gained knowledge to channel and support product development. Collect, collate, provide feedback to HQ and pro-actively take action on market intelligence.   Direct EGCMC GHA change process to implement all new EGCMC product enhancements and developments. Ensure GHA implements all relevant governmental, international and cargo specific regulations when applicable



Senior level   Provide reports, feedback and recommendations to Head of Cargo Regional Sales

Mid level      Provide and elicit information and give advice of a specialist nature

Junior level   Provide support, direction and elicit information at operational level when required by HQ


Senior level   Network and liaise with customer and business partners senior management, trade bodies and government authorities in the territory

Mid level      Provide leadership and direction (GSA/direct and GHA teams)


A deadline driven environment wh ere individuals are expected to work beyond normal office hours if required.
Willing to work irregular hours with only limited supervision.
Required to work at pace and at short notice to turn around multiple activities within reduced lead times
Managing both internal and external teams in EGCMC
Additional pressure being created by expectations that proposed solutions can be implemented quickly
Travel to other equity partners and business is required, potentially involving extended stays overseas.
Business dynamics, multiple route launches, freighter / charter / wide and narrow body operations, business alliances, new products, global spread, regulatory frameworks all contribute to a challenging and complex operating environment.
Salary and Allowance
Salary Negotiable
Employment Visa Provided
Transportation Negotiable
Housing Negotiable
Medical Insurance Negotiable
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About Company

Company Size Over 200 Employees

On GULF Market Over 10 Years

Company Type Direct Employer

Sales Manager



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