Cluster Manager - Kerala

Location: Kochi

Jan 19, 2026

Position Title:	Cargo Sales Manager
Job Code		Grade:	Manager/Associate Manager
Function:	Commercial- Cargo	Location:	-
Reports to:	Lead - Regional Cargo Sales	Role Level:	CXO-4

Job Purpose

· To execute regional cargo sales strategies that maximize revenue growth and ensure alignment with Air India’s broader commercial objectives.

· To manage all aspects of cargo sales within the designated regions, overseeing sales team activities, client management, and strategy implementation.

Key Accountabilities

Regional Sales Management

· Lead the execution of sales strategies across the designated regions, developing plans to increase top-line growth and enhance market competitiveness.

Client Relationship Development

· Build and maintain strong relationships with key regional clients, identifying new business opportunities and ensuring high levels of customer satisfaction.

Performance and Strategy Oversight

· Monitor and analyze regional sales performance according to established KPIs, making strategic adjustments to meet or exceed sales targets. Provide regular reports and insights to the Lead-Regional Cargo Sales.

Collaboration with Key Departments

· Work closely with the Product Development, Pricing and Revenue Management, and Operations teams to ensure that sales strategies are well-supported by product offerings and operational capabilities.

Skills/Qualities Required

Strategic Sales Acumen	Client Management and Negotiation
Team Collaboration and Communication	Market and Competitive Analysis
Strategic and Analytical Thinking	Adaptability and Innovation

Key Interfaces

Internal Interfaces
Lead - Regional Cargo Sales	Direct reporting and strategic guidance to align regional activities with overarching sales goals.
Product Development and Operations	Ensure that regional sales strategies are supported by appropriate product developments and operational capabilities. Share client feedback and market insights to help tailor products and services to regional demands.
Pricing and Revenue Management	Coordinate to develop dynamic pricing strategies that maximize profitability while remaining competitive.
Marketing	Collaborate on targeted marketing campaigns and promotional activities to support regional sales efforts.
External Interfaces
Clients and Key Accounts	Maintain and enhance relationships with key accounts to ensure ongoing business and satisfaction. Engage in negotiations to secure contracts that are beneficial and sustainable.
Regulatory Bodies	Ensure all regional sales activities comply with industry regulations and ethical standards.

Educational and Experience Requirements

Minimum Education requirements	Bachelor’s degree in Business, Economics, Sales, Marketing, Finance, or a related field.
Experience	Minimum	Desired
Experience	3-5 years of experience in a sales or key account management role, preferably within the cargo or airline industry.	5+ years of experience in managing sales and developing client relationships in the aviation or logistics sectors. Comprehensive understanding of the regional market dynamics and extensive experience in cargo sales management.

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