Head of Cargo Regional Sales
Date posted 09.10.2016
Ref number 351870
|Location||United Arab Emirates|
|Number of Vacancies||1|
|Career Level||Mid Level|
|Minimum Experience||Not Specified|
|Minimum Education Level||Bachelors Degree|
|A deadline driven environment where 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.
Lead, coach and motivate EGCMC direct staff where necessary, work closely with the development of key GSA staff. Set goals for all EGCMC & GSSA staff at the country & regional levels, to ensure consistent growth and delivery of EGCMC products. Establish and maintain relationship with EY Country and Regional Managers. Represent EGCMC at the Regional level. Provide point of coordination and escalation for all Cargo matters as the senior manager in the region
Drive the implementation of the Regional Business plan which includes initiating, planning and executing the Regional, PME and Product level targets to deliver Sales growth plans. Responsible for setting Area level targets, challenging current revenue, weight break, customer, commodity and destination mix to achieve optimum quality revenue. Measure progress and monitor results in key areas of region’s business.
Fully accountable for maximising volumes with optimum revenue through achieving and surpassing station revenue budgets and selling ad hoc charters from the region. Drive monthly performance against agreed revenue and operating targets. Work in a complex matrix model environment to ensure the delivery of budget within the business.
Develop intelligence and Management Information Systems (MIS) to forecast demand, and adapt accordingly in coordination with the HQ team, to ensure consistent growth and delivery of the EGCMC product. Be familiar with evolving business developments and market intelligence in order to leveraMarket Position
Manage and implement the Marketing/Promotional actions in the market by developing and introducing Key customer loyalty programs, Sponsorships and Marketing events. Drive Marketing plans to grow market share and exceed agreed revenue targets. Be a leading advocate for air cargo best practices. Position the EGCMC brand and its products and services to enable competitive advantage, whilst complying with all the applicable regulatory requirements.
Ensure control of process to protect EGCMC values and image. Explore and implement new methodology to strengthen market penetration and relations. Support the Operations and Security Teams to maintain focus on Safety & Security of all EGCMC assets and processes. Explore and develop Interline Relationships.
Enhance relations with Global Key Accounts (GKAs) and operations functions. Develop and maintain relations with all authorities and government entities to ensure smooth processing and handling of EGCMC product and services. Identify opportunities and potential blocks and plan strategy to overcome any regional resistance.
Develop niche markets for business to/from their regions. Improve the revenue and profitability from the regions by strategically positioning the EGCMC product, in line with market seasonality, competitors and market conditions. Review markets and their trends, to assess the changing demands. Use the gained knowledge to channel and support product development
Grow, supervise and coach a team who is capable of delivering the Regional Sales Business Plan. Ensure that the team have the correct tools, training and development opportunities. Manage performance by leading from the front, challenge the current working practices to ensure best in class processes and procedures.
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 15 years air cargo business experience,
of which at least 8-10 in a senior management capacity within an air cargo environment driving and delivering business objectives through best practices.
Training & Knowledge:
Fluent in English; additional other 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
Training & Knowledge:
Ability to understand short and longer term business strategy and direction
Excellent written and verbal communication skills with good presentation skills
High computer literacy
Numerate with an ability to digest market data and identify trends from statistical data
Strong motivation and leadership skills
Sales/Marketing Management and Behavioral training
Influencing and Negotiation skills
|Salary and Allowance|
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