Senior Manager - Commercial Performance Management

Job Description

A. Job Purpose

· Lead the development and execution of global cargo sales initiatives, strengthening long-term strategic partnerships with freight forwarders and key industry stakeholders.

· Design and implement customer-centric sales and product strategies to maximize revenue opportunities, expand market reach, and enhance profitability.

· Establish and execute network growth plans, ensuring continuous expansion of cargo capacity across international markets.

B. Key Accountabilities

· Strategic Relationship Management: Act as the central liaison between global Cargo-Commercial, Sales, and Operations teams, facilitating seamless account management and fostering high-value partnerships.

· Cross-functional Collaboration: Engage with sales, GSSAs, operations, capacity, pricing, and digital teams to enhance service delivery and commercial efficiency across the network.

· Market Expansion & Account Growth: Strengthen Air India Cargo’s presence in key international markets by driving account expansion and cultivating new business relationships.

· Data-driven Strategy Implementation: Analyze industry trends, business insights, and market data to shape sales, product, and operational strategies that improve revenue performance and customer experience.

· Performance Optimization: Monitor customer expectations and market dynamics to proactively identify gaps, implementing strategic initiatives to enhance cargo service offerings and financial outcomes.

C. Skills / Qualities Required

Proven ability to engage with senior executives and industry stakeholders at a strategic level Extensive experience in air cargo sales and commercial operations, with multi-functional expertise as a significant advantage.

Strong analytical skills in data mining, market

analysis, and forecasting to drive business

decisions.

Demonstrated success in leading complex projects and cross-functional initiatives with measurable outcomes.

D. Key Interfaces

Internal Interfaces

Regional Cargo Managers · Co-create customer journeys and support on closing the expectation gaps

Cross functional leaders and

teams · Collaborate to align and / or build our offerings with customer expectations – Commercial, Product, Operations, Compliance

External Interfaces

Customer’s leadership team

and key influencers · Make Air India Cargo the preferred partner for the freight forwarders across geographies

GSSAs · Engage with sales partners to execute sales strategies and enhance Air India’s cargo offerings

D. Educational and Experience Requirements

Minimum Education requirements · Bachelor’s degree in Management: Operations Management or Services Marketing

Experience Minimum Desired · 12+ years of experience in a International Sales / Account management / Commercial Operations, within the cargo or airline industry · 15+ years of experience in air cargo account management / business development and preferably a stint in building programs in operations / customer service