Chief Manager - Cargo Sales
Job Description
Job Purpose
· To lead the management and strategic development of cargo sales and service delivery within a designated international region, ensuring alignment with Air India’s global commercial objectives.
· To drive revenue growth, build strong customer relationships, and achieve sales targets through effective regional management and team leadership.
· To drive service quality, GHA management and regional operations network through effective leadership.
Key Accountabilities | Regional Leadership
· Oversee all aspects of cargo sales and service delivery in the region, establishing high standards of service quality in line with corporate strategies and targets. Strategic Planning and Execution
· Develop and implement effective sales and service strategies within the region to maximize revenue generation and maintain competitive quality. Stakeholder Coordination
· Liaise closely with station managers, ground handling teams, and corporate stakeholders to ensure coherent strategy execution and operational alignment. Team Management and Development
· Lead a team of sales professionals, setting clear objectives and providing support and guidance to ensure successful task execution and professional growth.
· Administrative lead for operations team based at international stations falling within the designated regions Market Intelligence and Pricing
· Build market intelligence on pricing and competitive strategies by coordinating with the Pricing & Revenue Management (P&RM) team, and applying insights to regional strategies.
Key Interfaces
Internal Interfaces
Head - Cargo International Sales & KAM
Strategic Alignment and Reporting: Regularly report on regional sales performance and strategic initiatives, ensuring alignment with overarching international cargo sales goals.
Feedback and Strategy Adjustment: Provide insights and feedback from regional operations to refine broader international sales strategies.
Operations and P&RM
Operational Coordination: Collaborate to align operational capabilities with sales strategies, ensuring that logistics and ground handling are optimized to meet sales targets.
Pricing Strategy Integration: Work closely with the P&RM team to integrate regional market intelligence into pricing strategies, enhancing competitiveness and revenue potential.
External Interfaces
Ground Handling Agents and Service Providers
Contract Management and Performance Monitoring: Negotiate and manage contracts with ground handling agents and service providers, ensuring they deliver high-quality services that meet Air India’s standards.
Operational Collaboration: Coordinate with these agents to ensure smooth cargo operations, addressing any operational challenges that may arise.
Regulatory Bodies
Compliance Assurance: Regularly engage with international regulatory authorities to ensure all regional cargo activities comply with applicable regulations and standards.
Regulatory Updates and Advocacy: Stay updated on changes in international cargo regulations and advocate for regulatory conditions that support business operations.
Educational and Experience Requirements
Minimum Education requirements | Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. A Master’s degree is preferred.
Experience | Minimum: 5-7 years of sales experience, with at least 3 years in cargo operations, preferably in the aviation industry.
Desired: 10+ years’ experience in the aviation industry with extensive knowledge of international cargo sales and operations, demonstrating successful regional management.
Skills required
Strategic Sales Expertise
Leadership and Strategic Management
Analytical and Decision-Making Abilities
Strong Communication and Interpersonal Skills
Operational and Compliance Proficiency
Advanced Market Knowledge