Senior Manager - Cargo Sales Excellence

Job Description

Senior Manager - Sales Excellence & Program Management

Function: Commercial - Cargo
Location: Gurugram
Reporting To: Head - India Cargo Sales

Role Purpose

Drive cargo sales growth through strategic initiatives, customer partnerships, commercial programs, and data-driven insights. Improve revenue, customer experience, and market presence across the network.

Key Accountabilities

Sales Excellence & Program Management

• Identify sales gaps through market feedback, benchmarks, and internal reviews.
• Develop and implement initiatives to improve sales performance.
• Lead cross-functional projects that drive revenue growth.

Strategic Relationship Management

• Act as the link between Cargo Commercial, Sales, and Operations teams.
• Build strategic relationships with freight forwarders and industry partners.
• Identify pricing and market opportunities to improve revenue and load factors.
• Represent Air India Cargo at key industry events.

Cross-Functional Collaboration

• Partner with Sales, Operations, Pricing, Capacity, Finance, Digital, Legal, and Compliance teams.
• Resolve operational issues and improve customer experience.
• Support initiatives that strengthen Air India Cargo's market position.

Market Growth & Commercial Governance

• Drive growth in key markets and strategic accounts.
• Manage customer contracts, SLAs, and commercial agreements.
• Design and govern incentive programs for customers and agents.

Data & Performance Management

• Analyze market trends, customer insights, and performance data.
• Develop KPIs, dashboards, and business insights.
• Support CRM, automation, and digital initiatives.
• Drive revenue through sales plans, incentive programs, and targeted campaigns.
• Review regional performance and implement corrective actions.
• Partner with Finance and Revenue Management on forecasting and budgeting.

Skills & Competencies

• Strong stakeholder management and influencing skills.
• Expertise in air cargo sales, commercial operations, or account management.
• Strong analytical and problem-solving capability.
• Proven success in leading cross-functional projects.
• Strong communication and program management skills.

Key Interfaces

Internal

• Regional Cargo Managers and Sales Teams
• Commercial, Operations, Product, Finance, Revenue Management, Digital, Compliance, and Network Planning teams

External

• Freight forwarders
• Strategic customers
• Industry associations and commercial partners

Education & Experience

Education

• Bachelor's degree in Business, Management, Operations, Marketing, or related field.

Experience

• 12+ years in cargo sales, commercial operations, account management, or business development within the airline or air cargo industry.
• Experience in strategic partnerships, commercial programs, and cross-functional leadership preferred.
• Desired 15+ years of experience in air cargo account management / business development and preferably a stint in building programs in operations / customer service