Key Account Manager - Cargo Sharjah UAE

Job Purpose

Surpass the cargo revenue target from the assigned territory, by optimizing cargo mix (commodity, product, density, destination), increasing yield, expanding distribution, boosting load factor, and leveraging network. Manage CSAs performance ensuring revenue targets are exceeded, and comply with Air Arabia’s policies, practices, and procedures. Ensure high standard of service delivery through daily activities, initiative, teamwork, and collaboration.

Key Result Responsibilities

• Exceeds the set cargo revenue targets in the assigned territory, constantly reviews/ evaluates performance data, identifies shortcomings, determines root causes, recommends actions to Cargo Management Team, and implements corrective measures accordingly.
• Contributes to maximizing cargo sales by identifying new opportunities to grow sales through different channels such as existing/ new cargo agents, CSAs, corporates/ integrators, and interline partners in the respective country.
• Provides support to surpass agreed targets by optimizing cargo mix (commodity, product, density, destination), increasing yield, expanding distribution, boosting load factor, leveraging network, increasing the market share.
• Daily tele-sales and visits to key contacts & decision makers in Cargo agencies, conducts meetings to educate and influence them to promote Air Arabia cargo products and services.
• Develops/ maintains effective business relationships with Cargo agents, CSAs, and trade companies, to enhance revenue, increase distribution, maximize yield, and optimize mix.
• Provides support and necessary guidance/ training to sales agents on new products, systems, and preferred sales techniques needed to promote Air Arabia Cargo in the respective area.
• Conducts benchmark analysis to keep abreast with competitors’ position/ actions, market conditions, customer needs, and revenue enhancing opportunities.
• Collaborates with team members to ensure all contracts/ SLAs signed with suppliers and providers to cater for the business needs, as per agreed specifications and are being adhered to by the providers accordingly.
• Supports/ assists Revenue Management, Operations to ensure maximum utilization of space on the network with proper yield leading to increased profitability on routes.
• Provides accurate, comprehensive reports and analysis to the Cargo Management Team to ensure necessary improvements and remedial solutions are applied to enhance performance, follows up on agreed decisions to ensure timely and effective implementation, and reviews as appropriate.
• Assists with ongoing/ new projects and initiatives to enhance revenue and the customer experience. Work with all relevant stakeholders to ensure the project scope and objectives are achieved as per deadline, quality, and accountability.
• Provides necessary support to the Commercial Team to set up new destinations, including coordinating necessary arrangements related to CGSA/ CSA contracts, systems set‐up, training, logistics, etc.
• Coordinate with Legal/ Finance Departments on functions such as the monthly Cargo Sales Report, invoices/ MIS, claims, processes credit facilities.
  
  

• 5 years working experience in cargo sales and customer service, at least 3 of which in the airline industry in a similar role (experience in narrow body/ low-cost airline is an advantage).
• Training in the fields of product awareness, basic cargo rating, sales development, and cargo reservation is essential. Sales and Marketing training courses are an advantage.
• Proven record of increasing sales and achieving targets and enhancing business performance given Air Arabia’s narrow-body fleet.
• Knowledgeable in all IATA/ TACT regulations, airline cargo sales and marketing.
• Proven skills in establishing/ capitalizing on customer relations and building rapport.
• Possesses effective, persuasive, negotiation, problem solving, and decision-making skills.
• Ability to use a balance of technical expertise, and interpersonal relations to execute new initiatives that support company’s objectives.
• Demonstrates the ability to contribute and successfully deliver against business strategy and set KPIs.
• Capable of understanding market trends and channeling them leading to effective customer care solutions.
• Proven skills in analyzing data, identifying issues, and recommending effective solutions.